7-Step Cold Call Script To Turn Them Into Hot Calls Not sure where to start with your cold call script? Afraid to even pick up the phone? Not to worry! We’ve been there … And we’re here to help with […]
How To Overcome Cold Call Objections
How To Overcome Cold Call Objections Cold calling and objection handling are two of the MOST difficult parts of a sales job. Combine them and you get cold call objections! When we think of sales objections, we usually think of […]
How To Create A 30-Second Elevator Pitch
How To Create A 30-Second Elevator Pitch First of all, why the heck do you need an elevator pitch? Imagine this: if you only had 30 seconds, what would you tell a prospect to convince them to buy your product? […]
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 […]
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 […]
The Magic Of Tone-Matching For Phone Sales
The Magic Of Tone-Matching For Phone Sales Tone-matching (a.k.a., mirroring) is the trump card when it comes to tone. Tone-matching is exactly what its name suggests: matching your tone with your prospect’s. There are two situations in which to use tone-matching: […]
The Power Of The Pause On A Sales Call
The Power Of The Pause On A Sales Call According to research from Gong, in which they analyzed 67,149 sales call recordings, they found that top-performing sales reps actually pause 5x longer (~1.5 seconds) than they’re average-performing peers (~0.3 seconds). […]
How To Master Your Tone For Sales
How To Master Your Tone For Sales In a previous post, we talked about Mehrabian’s “7-38-55” rule and why the tone of your voice is an important part of selling (especially over the phone). But practical advice on this topic […]
The Importance Of Tone In Sales
The Importance Of Tone In Sales The “7-38-55” rule, originally researched by UCLA professor Albert Mehrabian in the 1960s, suggests that communication consists of the following: 7% words 38% tone of voice 55% body language The actual numbers are up […]
3 Cold Call Opening Lines To Avoid The Hang Up
3 Cold Call Opening Lines To Avoid The Hang Up The hardest part of a cold call is the first 10 seconds. This is the approximate amount of time it will take for the prospect to decide whether they want […]