Perfect Cold Calls Just as in everything else, practice makes perfect in cold calls and a practice regiment should be included in any successful sales plan. In Sun Tzu’s The Art of War he says, “What the ancients called a clever fighter is one who not only wins, but excels in winning with ease.” What […]
Why do you Need a Sales Strategy Plan? We are continuing our look into Sun Tzu’s The Art of War and how it applies to sales and cold calling. Today we are looking at the passage: “Now the general is the bulwark of the State; if the bulwark is complete at all points; the State […]
Most common Sales Objections Sales is hard, you have heard me say that many times before. But, as part of any sales plan or sales strategy you have to know how to deal with cold call objections. The first step in handling cold call objections is determining what they are, BEFORE you hear them from […]
In Sales let your goal be Closing the Sale We are going to continue our study of Sun Tzu today and talk about one of his teaching, “In way, then, let your great object be victory, not lengthy campaigns” and how we can apply this to a sales strategy. How does what Sun Tzu speak […]
Waging War or Sales One of my favorite things is to read Sun Tzu’s The Art of War and find ways to apply it to various events in life. Today, I want to take one of the passages and relate it to an overall sales strategy. This is the quote from Sun Tzu: “When you […]
How to Create a Cold Calling Script Creating a cold calling script is a huge help when it comes to starting a new cold call campaign. Each script should be tailored to the particular campaign you are running. Not necessarily tailored to the particular customer, the sales script should be designed flexible enough to survive […]
Traits of a Sales Person I frequently get the question what traits make a good sales person? I think it is critically important for managers to know what to look for when it comes to a sales person. This should also be a critical part of any sales training program and as a part of […]
Have a Daily Plan One of the most important things you can do as part of an effective sales strategy is have a daily plan. A daily plan will be your sales strategy guide that keeps you on track for meeting your goals. The sales daily plan is the first part, then you need a […]
Every Sale is Different One mistake many sales people make is thinking every sale will be the same. Every customer will have the same needs. They have an ‘approach’ or ‘pitch’ they are good at and try to make it work for every customer. This is understandable if you are a new sales person but […]
What are the Keys to Developing an Inside Sales Strategy? When you are trying to identify an inside sales strategy there are a number of things you have to consider. We are going to touch on some of those today and try to help you develop a quality, high conversion inside sales strategy. One thing […]
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