I had a blast with Jason Bay, kicking off the free “Think Outside the Script” prospecting training summer tour last week.

It was great to have heard from so many sales pros who attended, saying they already changed the way they viewed, and placed their calls. One rep told me he got an appointment that afternoon–that he would not have set otherwise– by using one of the techniques.

Jason prepared a cool summary of some of the points that you can click through here.

Here’s the entire replay of the session.

We covered,

[click to continue…]

Sales Leaders: Are Any of These Cold Calling Myths Holding Your Sales Reps Back?

Prospecting

When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders themselves. Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief in one—or many—of the cold calling myths that still are […]

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How Many Mistakes in This Cold Call Can You Spot?

Prospecting

Most prospecting calls fail in the first 10 seconds. As a direct result of what the callers says. See how many mistakes you can spot in this opening. I will then point out what was wrong, why, and what the caller should have done instead.

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What to Say When Calling Customers to Add Value

Opening Statements

Yes, we should be calling our existing customers during this challenging time.  But, it should NOT be the lazy “Just checking in,” or “Just touching base” call. We need to bring value. In this special video training, you’ll hear exactly what to say, and see word-for-word script examples you can use to bring value, set […]

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Use These Two Questions to Close Perfectly

Closing

You’ve probably experienced the amateur salesperson or the cheesy, hard sell, shady huckster spring the “closing technique” on you, right? Think of all the negative emotions that flooded over you when you heard it. Including thinking, “I gotta get out of here.” Let me explain…

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How to Quickly and Easily Get Sales Intelligence About Prospects

"The Art of Sales" Podcast

Sam Richter is recognized as the world’s leader in how to use the Internet and the “invisible web” to get intel on prospects, their organizations, and situations. We of course can than use this intel in our outreach and sales process to be more relevant, have a greater chance of standing out from all of […]

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Calling Their Baby Ugly is Not a Good Prospecting Strategy

"The Art of Sales" Podcast

Some salespeople use the “Your Baby is Ugly” approach. It directly tells the prospect that they have a problem, or are doing something wrong. And it should be avoided. In this episode of The Art of Sales, you’ll hear how I received this approach in an email, why it should be avoided, and how you […]

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How to Get Your Cold Emails Replied To

"The Art of Sales" Podcast

Email can be an effective tool in prospecting, when used the right way, not the spammy way. Today’s guest, Jason Bay is an expert in cold email prospecting, and shares his REPLY Method, which you can adapt and implement as well to capture the interest of cold prospects.   In fact, he used this method […]

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