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NorthStar Performance Partners, LLC | Minneapolis, MN
 

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Are you looking to close big deals? In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.

We live in an era when virtual selling has, in many industries, all but eclipsed face-to-face, in-person selling.

One of the biggest challenges in the sales world is properly executing a cold call. Cold calls can be awkward, nerve-wracking, and even detrimental if not initiated correctly. However, cold calling isn’t a complex obstacle to tackle. In fact, the skills are quite simple, and it’s a necessary skill that every top seller must master.

What is the conversation you have with yourself about prospecting to find potential new clients? Have you convinced yourself you don't have to call to make the revenue goals you have set for yourself? 

Let’s be honest about cold calling: it’s not a lot of laughs. Perhaps the reason cold calling is disliked, and often fails, is because we have the wrong goals and expectations for the exercise.

David Mattson, President  and  CEO of Sandler Training, shares a quick audio blog about touch calls. How do you keep in touch and check in with your prospects and clients?

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

One of the biggest challenges in the sales world is properly executing a cold call. Cold calls can be awkward, nerve-wracking, and even detrimental if not initiated correctly. However, cold calling isn’t a complex obstacle to tackle. In fact, the skills are quite simple, and it’s a necessary skill that every top seller must master. Below is a four-step guide to follow when cold calling to increase your efficiency and effectiveness.

Rule #10: Treat the job interview as a sales call, which means it's your job to disqualify.

All too frequently, salespeople schedule appointments...and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled...and perhaps a review of the prospects' web sites, advertising, or marketing materials? Can you answer the following questions about your next prospect appointment

Ask most salespeople to describe the purpose of each interaction with a prospect and they'll probably say something like: "close 'em" "build the relationship" "educate them" "solve their problems" All good answers, but the real purpose of every interaction with a prospect is to get to the truth. What's uncomfortable about getting the truth in an interaction with a prospect? Ask any salesperson this question and most of the time their answer will be something like "I might not get their business!"e

Let's admit it. No salesperson likes making cold calls. Prospecting is perhaps the most stressful and anxiety ridden aspect to sales. 

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business.