Cold calling scripts are widely derided by salespeople who've heard too many bad ones. In reality, a well-written script can be a powerful cold calling tool. It gives you the safety net of always knowing what to say during the call, which leaves you free to focus on the important part: selling to the prospect.

When you speak with prospects on the phone, they can't tell how you're dressed or what you look like. All they have to go on is your tone of voice and the actual words you're saying. And that means that tone of voice during a cold call is at least as important as body language is during a sales presentation

Whenever you start a new sales job or move to a new region, odds are that you're looking at a territory that's equally new to you. Breaking into a new sales territory is a daunting task because it means you're starting your pipeline from scratch. At best you'll have a few leads from someone who managed the territory before you and possibly a few helpful network contacts. But for the most part, eve [...]

One of the best ways for a sales manager to see how well his salespeople actually sell is to go along with them on a few appointments and observe them in action. These ride-alongs can either be highly productive or a total disaster, depending on how you as a sales manager handle the situation. [...]

Pure commissions sales jobs are challenging, but they also provide the greatest opportunity for a salesperson.

If you've been in sales for awhile you're probably very familiar with the saying, "Features tell, benefits sell." Features are the things that your product does, while benefits are the ways that those features will help your customers. In other words, features are logical and benefits are emotional. And sales is all about creating an emotional state in your prospect that will encourage them to buy [...]

Drawing up a schedule and sticking to it is a good idea for anyone, but it's especially helpful for salespeople. Most salespeople have to juggle multiple job responsibilities, from the core sales activities to things like filling out paperwork and attending company meetings. Scheduling is the key to getting your critical tasks done each and every day. [...]

Few things will turn off a prospect faster than hearing a salesperson recite stiltedly from a phone script. But that doesn't mean that using a script equates to poor cold calling. A badly written script is a disaster, all right, but a good script can boost your cold call success. [...]

Once you've fine-tuned your qualifying skills, the next step is to learn everything you can about your products and your company. The more you know about these basics, the less often you'll have to tell prospects "I'll get back to you with the answer." Resolving objections early on gives you a better chance to uncover them all as well so do some research on the prospect and customize your presentation using the information you uncover.

Excellent customer service is one way to stand out (in a good way) in your customer's minds. It can do wonders to increase customer loyalty and help you build wallet share.