Revenue Engineering
Posts tagged better sales calls
Topics I Cover with All CEO’s
Jan 3rd
For all CEO’s, there are a number of things I try to understand about you and your business.
I have a sheet on my wall with a list of short words and phrases that reminds me not to forget going over things like: your vision, your goals, what keeps you up at night, etc. I go through my list, talking about a few of them in this video.
Making Better Sales Calls For Your Business
May 10th
I can’t remember my last evening at home that I didn’t get a solicitor calling; all-too-often they are absolutely terrible at selling to me.
Sales calls don’t have to be a miserable experience for both parties. By assessing some of the worst parts to most sales call scenarios, you can review your company’s approach and increase the likelihood of closing deals. Here are a few imperative things to remember for your sales force…
Read More…Note to Self: Leverage Telemarketing Calls
Apr 28th
Scott, don’t forget that you can practice your listening and questioning skills – i.e. become a better salesperson – by actually doing something as simple as receiving those telemarketing calls and talking to the salesperson.
Note to Self: Use Telemarketing Calls to Practice Sales Skills from Scott Smeester on Vimeo.
Ending Endless Follow Up
Feb 4th
Stop Getting “I Want to Think It Over” Responses
Tired of not getting a decision? Tired of having prospects hide from you after your presentations? You need to get out of follow up hell. Watching the following video will help you set proper expectations so your prospects know up front that it is not okay to sit on the fence.
Record EVERY Call
Jan 27th
Have you ever had a call with a prospect that dumped so much on your plate that you hung up wondering what the heck he/she talked about? Have you ever wished you could just sit there and converse with the prospect? I am not particularly good at listening while taking notes, and I believe that while I am taking notes, my face betrays my thoughts. I recommend you and your salespeople record all sales calls (a recommendation for new hires anyway), and not just on the phone. Recording calls allows your people not to have to worry about the facts. They don’t get bogged down with trying to make sure they’ve got every little detail. They can sit and enjoy the conversation and focus on listening and hone in on the essense of the call. And if they need facts, they can then replay the tape and get the facts. In fact, I believe they should be recording their calls and replaying them with you anyways as this will help them become better at their sales skills.
