Digital Selling and Sales Training Journal

Objection Handling Sales Skills - The Digital Sales Institute : Objection handling sales skills is key to keep sales conversations moving forward. Learn the techniques tips the experts use on sales calls. Objection handling sales skills is a vital part of any salespersons training. In fact, many experts in sales believe a sale doesn’t start until the customer gives some objections. Handling sales objections should be viewed as a normal part of any sales conversation. It is just another skill to be mastered as part of any sales process. With your sales mindset fully tuned, you see any sales objection as an opportunity to learn more about the customer’s needs, and to then open up a simple sales conversation with some pointed questions or a personalized value proposition. The best tip for handling sales objections is to be prepared. They are going to happen in nearly every sales proposal. So, walk in the customer’s shoes, what objections will they have as they relate to

Cold Calling Techniques : Cold calling has evolved from a standalone blunt prospecting activity into a tactic that when combined with social selling and data is a powerful customer recruitment method. Not every business can rely or wait for inbound marketing to produce enough leads to grow revenue, so more outbound sales tactics need to be implemented, to reach out and engage potential customers.  It may surprise you but 1000’s of buyer meetings and webinar attendance have come about as a result of “cold calling techniques”, in fact the success rate of cold calling is improving not declining. Cold calling techniques Cold calling is NOT DEAD but it has evolved. The reason for the improvement in cold calling success is that it has become more data driven, more targeted and blended to work with social selling and social media. Cold calling techniques now form part of a planned sales prospecting strategy and not just a numbers exercise. Remember that selling is fundamentally

These cold calling tips and tricks are designed to give some guidance as part of a salespersons sales prospecting efforts. Despite what youread, cold calling when used correctly still has its part to play in the sales process. If as a salesperson, you feel overwhelmed by cold calls, you’re not alone. So hopefully these cold calling tips and tricks can help you improve your results. Does cold calling still work? Cold calling tips This is a question you are probably asking yourself. The answer is Yes, cold calling does work, but only if part of a wider strategy to engage prospects. Proactive sales calls can still be an effective tactic to target new customers and create opportunities for your sales pipeline. Remember that picking up the phone to engage a prospect isn’t as simple as having an opening pitch and a script, you need a structure and a strategy. Stop and ask yourself – Why would a prospect listen to me? What am I offering that would trigger them to engage with

The Guide to Effective Sales Prospecting The Guide to Effective Sales Prospecting Despite the rise of inbound marketing, sales prospecting is still a key skill to be successful in sales. The activity of searching for potential customers in order to nurture a relationship with can be time consuming, so it’s important to get it right.  To many sales people, the thought of picking up the phone or sending a cold email can be daunting especially if they work for a company whose brand name might not have instant recognition. 50% of sales time is wasted on unproductive prospecting. [Source: The B2B Lead] So, here are some tips to help sales prospecting for business success:   Build a Social Presence that overcomes any lack of name recognition. Building social credibility and influence can remove one of the bigger obstacles for smaller and more specialized companies. As Confucius stated “Worry not that no one knows you; seek to be worth knowing.” So, start by really understand