- The number one key to making smart calls is ensuring you have the right data.
- Limit the peaks and valleys of the tone in your voice. That is a telltale sign of a salesperson.
- According to Sandler Training, eliminate HATE (the phrase “how are you today”) from your scripting. That phrase screams salesperson.
- As you’re working through the problem, lay out the Who, What, Why, When.
- Two biggest problems to solve that will get you in trouble the quickest: the value proposition (Why) and timing (When).
- Identify individualized “hooks” per prospect record, hooks that really dive into the specific value proposition.
- What is in it for them? They don’t care about what we’re doing, they want to know how they can make more money or create more time.
