The Balance Of Ask And Offer On A Sales Pitch A prospect and a salesperson walk into a bar … They both have something to ask and something to offer … I haven’t thought of a good punch line for […]
Mini-Closing Is The Best Sales Strategy You’ve Never Heard Of
Mini-Closing Is The Best Sales Strategy You’ve Never Heard Of What is a mini-close? It’s a close that’s small enough to fit in your carry-on luggage. ✈️ No, but seriously … “Mini-close” is a term that we coined ourselves, so […]
How To Use An Empathy Statement In Sales
How To Use An Empathy Statement In Sales If you use an empathy statement in a sales conversation, your prospect is more likely to feel like you are hearing what they’re saying and genuinely care about them. ❤️ If you […]
What Is An Objection In Sales?
What Is An Objection In Sales? A sales objection is any excuse or reason your prospect gives to explain why they don’t want to buy your product or service. For example, if you ask your prospect for the sale and […]
How To Overcome Objections In Sales: The Objection Pentagon
How To Overcome Objections In Sales: The Objection Pentagon There’s lots of advice out there about how to overcome objections in sales. In another post, we went step-by-step through the best objection handling strategies. As we analyzed those strategies (including […]
The 5 Best Objection Handling Strategies
The 5 Best Objection Handling Strategies Objection handling is one of the most important skills to master if you want to be successful in tech sales. Sometimes you’ll get lucky and you’ll find a prospect who says “yes” the first […]
How To Tell If A Sales Objection Is Fake
How To Tell If A Sales Objection Is Fake Technically, there’s no such thing as a fake objection. If your prospect says anything other than “my credit card number is …” when you ask for the sale, then whatever they […]
Use Re-Qualifying To Take Your Qualifying Game To The Next Level
Use Re-Qualifying To Take Your Qualifying Game To The Next Level As a brief refresher, qualifying is the process of determining whether a prospect has the potential to become a customer. This is achieved by asking questions to identify certain “buying” characteristics […]
Use Qualifying To Anticipate And Handle Objections In Sales
Use Qualifying To Anticipate And Handle Objections In Sales If you’re wondering how to handle objections in sales, it helps to know that objection handling actually starts way before you hear the first objection. It starts with qualifying. One of the […]
What Is BANT In Sales?
What Is BANT In Sales? BANT is a sales qualification framework. What does that mean? Let’s break it down. ⬇️ In sales, qualifying is the process of determining whether a prospect has the potential to become a customer. In order […]
Do This Right Before You Start Qualifying
Do This Right Before You Start Qualifying Before you start to qualify … Get on the “same team” with your prospect. If you skip this important step, your qualifying can feel like an interrogation for the prospect. If you start […]
2 Reasons To Ask Follow-Up Questions During Qualifying
2 Reasons To Ask Follow-Up Questions During Qualifying We call this “digging in.” When your prospect gives you an answer during qualifying that is ambiguous, confusing, or seems like it might be just the tip of an iceberg. A junior […]
Don’t Be Afraid To Disqualify Bad Prospects
Don’t Be Afraid To Disqualify Bad Prospects As a salesperson, your most valuable asset is your time. ⏰ Because there is only so much time in a day, and it takes time to contact prospects. Therefore, you can only contact […]
How To Qualify Prospects In Sales
How To Qualify Prospects In Sales The ability to qualify prospects is one of the most underrated skills in sales. Qualifying is the process of determining whether a prospect has the potential to become a customer. And you do this […]
Don’t Answer Unasked Questions
Don’t Answer Unasked Questions We hear it over and over on recorded calls. The prospect asks for one answer, and the salesperson gives two (sometimes three or four). Oftentimes, this happens with rookie reps that don’t know what exactly to […]
Never Interrupt Your Prospect
Never Interrupt Your Prospect If there were Ten Commandments for sales, one of them would be: Thou shalt not interrupt thy prospect. One of the worst mistakes that you can make as a salesperson is to interrupt your prospect. If […]
How To Ask Better Questions In Sales
How To Ask Better Questions In Sales Asking questions is one of, if not the most fundamental key to success in sales. According to research from Gong.io, after analyzing 25,537 B2B sales conversations using artificial intelligence, they determined that the highest […]
Only Coders Work In Tech, Right?
Only coders work in tech, right? Wrong. When you think of people who work at tech companies, you probably think of programmers, hackers, coders, engineers, designers, and developers—all the jobs that involve sitting behind a computer screen and staring at […]
The Importance Of Having A Positive Attitude In Sales
The Importance Of Having A Positive Attitude In Sales Having a positive attitude in sales is easier said than done. After you’ve been hung up on, yelled at, and maybe even insulted by prospects who don’t appreciate your phone calls […]
The 4 Best Sources Of Feedback For Salespeople
The 4 Best Sources Of Feedback For Salespeople In our experience, the ability to receive and implement feedback is, by far, the #1 most effective approach to getting better at sales. Another tale of two salespeople. If you take two […]
Transactional vs. Enterprise: How A Company’s Sales Model Changes The Sale
Transactional vs. Enterprise: How A Company’s Sales Model Changes The Sale On page 7 of the The Sales Handbook published by Intercom, Des Traynor breaks down four quadrants of “key sales models for SaaS businesses” based on the complexity of […]
The Perfect Mindset For Sales (From Eastern Philosophy)
The Perfect Mindset For Sales (From Eastern Philosophy) If you’ve worked in sales for more than a couple of days, you’ve likely heard this word … mindset. If you’re new to sales, you’ll be ahead of the curve if you […]
The Best Sales Mindset Is A Growth Mindset
The Best Sales Mindset Is A Growth Mindset A growth mindset is the best sales mindset because sales is all about constantly improving. “Of the over 4,000 colleges in this country, less than 100 have sales programs or even sales […]
How To Get Better At Sales: Working Hard vs. Working Smart
How To Get Better At Sales: Working Hard vs. Working Smart “Sales is a numbers game.” When you hear this, you probably think about revenue. So do most salespeople! It’s true—sales is all about revenue. It’s the number that matters […]
How To Balance Between Building Rapport And Getting Friend-Zoned
How To Balance Between Building Rapport And Getting Friend-Zoned When you’re building rapport at the beginning of a sales encounter, your top priority is getting your prospect to like you, so you’re happy to banter somewhat aimlessly or follow your […]
How To Build Rapport On A Sales Call
How To Build Rapport On A Sales Call In this post, you’ll learn how to build rapport on a sales call with four easy steps. A lot of sales reps overcomplicate rapport building. They try to search for something in […]
6 Ways To Build Rapport From One Of The Greatest Sales Books Of All Time
6 Ways To Build Rapport From One Of The Greatest Sales Books Of All Time If you want to learn how to build rapport, read Dale Carnegie’s How to Win Friends and Influence People. This is the bible on getting […]
What Does It Mean To Build Rapport In Sales?
What Does It Mean To Build Rapport In Sales? In sales, you build rapport in order to have a relationship of trust and goodwill with your prospect. What is rapport? Rapport is a relationship in which people have a mutual […]
9 Steps To Present Higher Pricing And Sell Bigger Deals
9 Steps To Present Higher Pricing And Sell Bigger Deals Average deal size is a big determining factor in your overall success as a salesperson. If you can only catch minnows, it’s going to take a lot longer to fill […]
How To Handle The Price Objection
How To Handle The Price Objection The price objection takes many forms: It’s too expensive. I can’t afford this right now. We don’t have enough in the budget. You price is too high. Your competitors are cheaper. Why you’re getting […]