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 ...

I find sales scripts incredibly useful. They mean I always say the right things. They also save me a lot of time because I don’t have to re-invent what I’m going to say each time. I use some scripts ...

Let’s face it, we have all suffered from salespeople using a script that they have to read word for word. We can all tell it’s a script. Approaches like this rarely work unless you are employing call ...

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 ...

A sales person is continually challenged by which sales techniques to use for which customers and how to close the deal. Listen carefully to your customer at the start of the conversation so that you ...

With a first-of-its-kind mobile roleplay platform, Practis allows businesses to use their sales script like never before. Opinions expressed by Digital Journal contributors are their own. There are ...

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 ...