Objections. Every sales person gets them whether they’re expecting them are not. There are knee jerk reactions that no matter what industry you’re selling into you’ll hear: “I don’t have time” “Send me an email” “I’m not interested” “We don’t have budget” “I don’t take sales calls” “I’m not involved with that” And of course: “We have a solution for that” If you’re following the…
We’re pleased to welcome guest blogger, Jay Green, co-founder & Head of Sales at Ntroduced. It’s painful to lose one of your sales reps as each empty seat in your sales organization costs you money and puts a strain on your team. If the seat is open for too long you feel the heat when you start missing your numbers. What’s the solution? The first…
This month, Reveneer celebrated the end of 2018, another record year helping our customers transform how they sell. Last year, we checked off several major milestones – more than doubling in size, being recognized as a best workplace by Inc. Magazine and Boston Globe, signing a lease on our huge new office, and becoming an employee-owned company. To recap our successful year, we held the first annual…
I’ll never forget the (brief) conversation I had with a prospect: “Are you kidding me?!” the prospect angrily exclaimed, “I told you two months ago we use your competitor. I also told you to call me back six months from now when we’re nearing renewal, but since you clearly don’t listen, take me off your list and do NOT call back” CLICK I was shocked. A…
I see this advice frequently from sales trainers, seasoned cold callers, and LinkedIn posters: the first thing you should do when engaging your prospect over the phone, and after you introduce yourself, is to ask “Did I catch you at a bad time?“, or, stated in the positive, “Is this a good time to talk?“. Most common reason for this approach is that you must establish…
In my last post, I talked a lot about how your delivery is a huge difference maker when talking to a prospect. As sales people, one of the most important aspects of our delivery is clean speech. Clean speech is free of filler words such as “um”, “ah”, “like”, “you know”, “right”, and a few others. Take a minute to think back through your professional…
I like to spend my morning commutes listening to sports talk radio. When I listen to call-in shows like these, I’m fascinated to hear how those who call into the show start off their calls. Similar to a sales call, the caller has a short amount of time to quickly get their point across (like a BDR). While the host (like a prospect) is trying…
“Hi John, this is Chris from a company you’ve never heard of! I’m going to proceed to list about 8 different things that our company does that may or may not have anything to do with you!” If you’ve been in the business world long enough, I’m sure you’ve received a call or email almost identical to this. The life of a BDR can be…
The session went well. You walked your prospect through the demo, using it as a tool for discovery, asking open-ended questions along the way. Objections were raised. You handled them perfectly. Together you discovered a need, and your prospect validated that your product could fill that need. You quickly covered pricing, and qualified for budget. The prospect said to give them a call next week…
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