I just heard an interesting horror story from a seasoned sales professional. She was presenting to a prospect, the prospect interrupted her and said: "you must have been a real star at your Sandler ...

The most popular post on this blog is "Cold Calling = Dialing for Dollars"), probably because it provides a solid and useful cold-calling script. Sales reps love sales scripts because they make ...

Providing your sales reps with a script is necessary to maintain control of the sales cycle. Planning, testing and refining the script is an ongoing process. As you build the script and include ...

After working with business clients in numerous industries, I've learned that being a salesperson comes with a certain stigma. Many business owners believe that to be a good salesperson, they must ...

Have you been cold-called by a sales agent? How was the call? If it doesn’t encourage you to take the necessary action, then you’ve been victimized by an awful sales script. Whether it’s a follow-up ...

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything ...

We all love the natural salesperson. They seem to be able to book meetings effortlessly. But of course, getting appointments is not the same as closing. To reliably close, salespeople must identify ...

You might think that using a script for your sales calls is old fashioned or outdated or inconvenient – after all, many sales people don’t want to feel like a telemarketer. What’s the point of using a ...

Opinions expressed by Entrepreneur contributors are their own. After working with business clients in numerous industries, I’ve learned that being a salesperson comes with a certain stigma. Many ...