What is a Sales Script? We Break It Down Here

In sales, we talk a lot about scripts, but it might be helpful to answer the question of what a sales script is? This can be helpful because there are many different sales scenarios and types of communications for a salesperson. With that, it can be unclear exactly what a sales script is and where [...]
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How to Make a Sales Call: 8 Easy-to-Follow Steps

Here are 8 very easy steps for how to make a sales call. The steps we will go through are Opening the Call, Share Your Value Proposition, Use a Sales Takeaway, Transition to a Few Questions, Look for Problems and Challenges, Introduce Your Product and Company, Share an Example of a Happy Customer, Close the [...]
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How to Create a Sales Script: 8 Easy to Follow Steps

In this blog post, I will make it incredibly clear how to create a sales script. These steps will not only make creating a sales script easy, but also make selling easier and immediately improve your sales results.

Creating the open and introduction The introduction is something that most people don’t need help [...]
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Cold Call Script for Business Insurance: Step-By-Step Outline

In this video, we provide a cold call script for business insurance. We created this cold call script for a longer video we produced, in which we analyzed a cold call from a salesperson trying to set an appointment to discuss insurance. Here is a link to the full video this clip is taken from, [...]
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Cold Call Script for CPA Services: Step-By-Step Outline

In this video, we go through a cold call script for CPA services. This is a script we created when analyzing a cold call recording for a salesperson who sells tax planning and CPA services.
Introduction Here is a cold call introduction and check-in for availability for the call. Hi Tom, this is Michael [...]
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Example of a Cold Call for Business Insurance: 3 Key Takeaways

In this video, we share an example of a cold call for business insurance. This is from an insurance broker who appears to specialize in business insurance with a focus on IT-related risks. The salesperson sounds pretty sharp, but there are still three key takeaways we can discuss and learn from: Tighten the value proposition [...]
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Improve Sales Appointments By Focusing on the Prospect

In this video and blog post, we talk about how to improve sales appointments by focusing more on the prospect. What we show you here is part of a prospect-focused sales approach, which is where we make our communications and sales process steps more about the prospect than about the product we are trying to sell [...]
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Deflect Sales Objections Back to the Prospect: Real Responses

In this video, we will show how to deflect sales objections back to the prospect. This methodology is not only fairly easy to use but also extremely effective at keeping conversations going, which should improve your ability to generate more leads.
Overcoming Sales Objections Before we explain how to deflect sales objections, let’s discuss [...]
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Cold Email Tip: Focus Less on You (More on the Prospect)

In this video, we discuss a cold email tip that helps you to focus your messages more on the prospect than on the product you are trying to sell. What I discuss in this video is completely different from what most salespeople do, and I can confidently say that because I get between 50 and [...]
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Improve Cold Calls By Focusing on the Prospect

In this video, I am going to show you how to improve your cold calling efforts by making your cold calls more about the prospect than the product you are trying to sell. With this prospect-focused approach, we will make 80% of the cold calls about the prospect and 20% about us and our product. [...]
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