“Send Me Some Information” Response Wimp Test.

SAMPLE BEST RESPONSE TO THE ” JUST SEND ME SOME INFORMATION” SALES OBJECTION IS BELOW. IF YOUR OBJECTION RESPONSE TO “SEND ME SOME INFO” IS OFTEN “UM, OK” YOU ARE AN OFFICIAL WIMP. Here is what you can do about it.  On the list of top sales objections, this may be the most common one […]

Master Core Script Paths, Before Thinking Of Lunatic Fringe

It’s a common worry among those new to appointment setting or high-level prospecting. Frankly, it also absorbs too much bandwidth among those that are working hard at prospecting yet not getting enough results. The worry which distracts from using the right verbiage to reach your business objective with a call or meeting, called preparation or […]

Top 10 Phone Scripts Mistakes to Avoid

It takes a lot of effort, monotony and frustration to get an active buyer on the phone. Someone who is going to write a check to your or a competitor. A competitor for sure if you are not there. So at the moment of truth when you hear “Hello” and an active buyer will decide […]

Voicemail Disruption in B2B Prospecting Land. 6 Fun Facts.

Six fun facts about using voicemail in your sales prospecting process. There is disruption happening is voicemail land. You want to be aware of the changes and do what is necessary to stay ahead of your competition. Let’s review some statistics on voicemail volume, rates of retrieval, abandonment and why transcription and smartphones should have […]

Stoopid Phone Script Phrases. Part To.

  Being consistently less stupid than the competition is often the road to success. The goal is to attract prospects, not to chase them away with a stick. Yet, when good people work the phones to get face-to-face meetings, discovery calls, webinar or event attendance, that is often what they do. Chase the prospects away […]

Worst Sales Script Phrases to Set Discovery Calls/Sales Appointments

When it comes to scheduling more discovery calls with high-probability buyers, there are a lot of people working very hard and shooting themselves in the foot. It is unfortunate (ridiculous, actually) that someone would invest the time to dial, dial, call, voicemail and email. Then when a potential client who would love to hear about […]

These Two Phone Scripts are Real and They’re Spectacular

Your “Set the Meeting” Script: Two Sample Scripts with Variations. Consider this. You launch your call process with many decision-makers by making the first call to get the name or if you are confident you know the name, making the first call to try to get them to pick up. Your objective is to obtain […]

A Message About Voicemails

Lets Review Some Voicemail Basics, Then Analyze a Voicemail Script, Phrase by Phrase (below) Bulletin: Very few people who listen to a voicemail will return the call. How insightful. Some will and we want every word we select to encourage that. However, immediate response is not the only purpose of a voicemail. The voicemail works […]

Good Sales Scripts Can’t Fix Bad Math

If you throw a coat of paint on a clunker of a car, you still have the problems of a clunker. It will not run the way you want. Throw new and improved sales scripts on top of a broken prospecting system and what do you have? A broken prospecting system. It will not perform […]

“Save You Money” Sales Script: Sanctuary of the Unprepared

Not sure whether it is due to a gravitational force, personality disorder or mental defect, but there are a lot of salespeople walking around with the mistaken belief that trumpeting “we will save you money” is enough to earn you a next step is your sales process. It isn’t. In fact, let me be a […]