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Unique Selling Point (USP)
The USP of Sales Read a little more about it here – https://www.entrepreneur.com/encyclopedia/unique-selling-proposition-usp Some food for thought here too – in many cases what sets you apart is the way you sell. Especially if it’s a B2B service business. Read a little more here – https://saleslab.ie/the-challenger-sale/
Sales Calls – When?
What Time of Day is Best for a Sales Call? This story is fresh, because the call in question was this morning, a particularly dreary Monday morning. 9.30am. The call was scheduled, and it was inbound. I have yet to find anyone who wants a 9.30am Monday morning cold call. But I’ll continue to work …
How to cold call in person
Visiting a Company without an appointment – How to… We cold call companies every day in Sales Lab. But we have found that some markets or industries are difficult to get scheduled appointments with. It can be easier to schedule appointments with decision makers by following the steps here; Choose a date to visit companies …
Your Gatekeeper Call
How to Get your Sales Call Transferred Hi NAME, I’m hoping you can help me. (PAUSE) Who is the best person to talk to there about …. decision to use a new supplier decision to…. You will be asked for the name of the company you’re phoning from. I’m phoning from COMPANY NAME (PAUSE) we …
The Challenger Sale
Could you be using the Challenger Methodology Already? I came across the challenger methodology when coaching an Account Manager in a client company. I knew there was so much that she was doing well already, but I needed some way to validate her approach. The aim was to give a naturally excellent sales person the …
Preparing for your Prospecting Calls
No Confidence for Sales Calls? Remember you are in the driving seat! The first person you talk to in most organisations is the person who answers the main phone number. They will be far more experienced at handling introduction calls than you are at making them. Don’t assume that this is the easy part of …
