While it’s important to be polite and show respect for your lead’s time, politeness at the expense of persuasion is one of the biggest selling mistakes. Getting targets on the phone is difficult enough as it is. Please — don’t provide them with an easy escape! How do you ensure you’re 100% prepared to speak with leads for the first time on the phone? Check out Kraig’s informative video to learn how to eliminate those easy outs.
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Selling by Leading with Research
The research briefing enables sales reps to deeply qualify a prospect and get him or her talking about their pain points. If presented correctly, the research briefing will have your prospect making their own case for your product or solution.
Proven Principles for Pipeline Building
Most sales organizations do not adhere to proven principles for pipeline building. If you want to learn how to effectively engage your prospects for an initial meeting, check out Kraig’s nine Proven Principles for Pipeline Building today.
The Four Pillars of Buyer Thought
Today’s prospects are more sales-resistant than ever. They’re assaulted with offers and sales pitches multiple times per week. They don’t think in terms of products and benefits. But too many sales people still try to sell with this language. Do you know what your prospects actually care about?
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