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 ...

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 ...

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 ...

Opinions expressed by Digital Journal contributors are their own. There are conflicting opinions about whether a sales script still adds value in the sales process. Some leaders believe that ...

Sales scripts get a bad rap, but they provide a clear road map to help you position your business in the best way possible. There are many possible approaches to a sales script, and the ones you ...

If you’re struggling with the concept of writing a sales script, read today’s article by Eric Lofholm. One of the best ways to increase your sales results is to create powerful sales scripts. When I ...

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 ...

When it comes to delivering pitches, sales professionals will often work from a script to help keep the intention of their interaction with a prospect at the forefront. However, some scripts feel ...

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