It’s much harder to close if you don’t ask smart questions early in the sales process. But before you make that discovery call, you need to do some homework.
Tag: sales calls
The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
How much pre-call research should sales reps do? Should you be calling your prospect or would an email work better? We answer these questions in episode 16 of the Sell Smarter video podcast from SalesFuel.
Did you know that your peak selling time has just as much to do with you as it does your prospects? Alice Heiman, founder and CSO of Alice Heiman, LLC, a sales leadership programs business, says you have to pair when you’re at the top of your game along with when your prospects are available in order to make successful sales.
Your sales call script is ready, and your confidence is high. The only problem? You reach voicemail. You call back…voicemail. Instead of throwing up your hands in frustration and stammering out a message, you can salvage your attempts.
Cold calls can be difficult to get through and make money from. Here's how you can stand out from the crowd.
“How are you doing?” Opening a cold call this way may seem harmless but chances are, it’s making prospects cringe. This fallback phrase is overused to the point that its sentiment is lost on most.
According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with "is this a bad time?" creates a plethora of problems that kill the sale out of the gate.”