Nov13
How To Get Past The Gatekeeper
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
You’ll Get More Appointments Once You Know How To Get Past The Gatekeeper
Much has been written on how to best get past the Gatekeeper. Unfortunately, most of it is pure bologna. I say that because a lot of training about getting past the Gatekeeper involves “tricks”, and “tricks” are for armatures.
I’m sure you heard about these “tricks”. Tell the Gatekeeper that the Decision Maker is expecting your call. Tell the Gatekeeper you are returning the Decision Maker’s call. Gatekeepers know these “tricks” and you start your introduction with a bunch of lies. Your creditability goes down the drain and that’s not how to get past the Gatekeeper.
Aside from “tricks”, some training on how to get past the Gatekeeper is ancient. We’ve all heard the one about calling before 8:00 AM and after 5:00 PM. This technique is old and well recycled. There is no benefit in “learning” something you already know, especially when you are paying for the sales training. You need new ways to get past the Gatekeeper.
HOW TO GET PAST THE GATEKEEPER
Let’s start by changing the entire concept. It’s not about how to get past the Gatekeeper. It’s all about how to work with the Gatekeeper. After all, the Gatekeeper is just doing their job. They must insure the Decision Maker’s time is well spent. Your job is to convince the Gatekeeper that your message has value and that’s how to best get past the Gatekeeper.
It’s not about making the Gatekeeper your friend. It’s about treating the Gatekeeper that same way you would treat the Decision Maker. Like it or not, the Gatekeeper is now part of the sales process. Always remember that the Gatekeeper is one of the Decision Maker’s most trusted advisors. You must “sell” the Gatekeeper and stop looking for ways on how to get past the Gatekeeper.
Work with the Gatekeeper and the Gatekeeper will work for you. Tell the Gatekeeper about the benefits of your product or service. Explain how your products or services have helped other companies to improve. Why look for ways on how to get past the Gatekeeper when you can actually get the Gatekeeper to introduce you to the Decision Maker.
Respect the Gatekeeper and forget those “ticks” on how to get past the Gatekeeper. “Sell” the Gatekeeper and understand their role in the sales process.
If you would like to know more about this type of sales training, there is a sales prospecting CD program that will help you. The prospecting training program is called “Leveraged Sales Prospecting” and it’s packed with new prospecting skills, strategies and techniques. I invite you to learn more about this type of sales prospecting and these powerful prospecting skills.
So remember, it’s not about how to get past the Gatekeeper. It’s about having the sales prospecting skills and strategies to successfully work with the Gatekeeper. Use this sales prospecting strategy and you’ll get more sales appointments.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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Jul31
Cold Calling Techniques
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Cold Calling Skills For Top Sales Professionals
By, Nick Moreno - Sales Coach, National Sales Center - A Sales Training Company
I’m working on a breakthrough sales prospecting training product and I’m having a ton of fun with it. It’s called “Leveraged Sales Prospecting” and the two CD cold calling training program just got released. I have some great cold calling advice that will change everything about cold calling. When it comes to business cold calling, this sales training program takes it to the next level. My goal is to help salespeople get more sales appointments so I’m very focused on this outbound prospecting sales skills program.
Effective Cold Calling
Why am I having so much fun developing this sales prospecting skills training program? Because, most of the material about sales prospecting is outdated and frankly, those sales prospecting techniques and strategies simply don’t work… period! It’s time for new sales prospecting training material about effective cold calling and sales prospecting skills. I’ve developed these sales prospecting techniques and shared them with a few salespeople. The results were amazing! I just have to tell the world about these cold calling techniques!
Business Cold Calling
The way businesses go about cold calling today is totally insane. In fact, they are wasting 95% to 98% of their cold calling time. Who has the time, energy and stomach to make 100 cold calls to get just 2 or 5 appointments? My friend, that’s insanity! There is no need to beg people to meet with you. There is no productivity in sending out 100 E. Mails to get 2 appointments. The cold calling tactics in my new outbound sales prospecting training changes everything when it comes to business cold calling.
Cold Calling B2B
Sales prospecting is serious business. I learned that the leading reason for failure in B2B sales is failure to be an effective sales prospector. That got me excited and motivated to work on this sales prospecting training program. This sales prospecting training is not about cold calling scripts or cold calling tips. How effective do you think free cold calling scripts and tips can be? Save the cold calling tips and cold calling scripts for others. Instead, this cold calling B2B training is a whole new way to think about sales prospecting and the skills required to get more sales appointments.
Cold Calling On The Phone
Most sales reps hate cold calling on the phone and who could blame them. That kind of sales prospecting is like walking into a rejection propeller! If you think cold calling is a waste of time, I agree with you. First, you have to try to get past the gatekeeper to get to the decision maker. Then, you have to find some way around all those Voice Mail machines. No wonder most sales reps rather have a root canal than spend a day cold calling on the phone! In the “Leveraged Sales Prospecting” sales training program, I show sales reps the only right way to get past the gatekeeper and how to leave Voice Mail messages that work. But, there is a lot more to the sales prospecting skills and techniques presented in this sales cold calling training program.
How To Do Cold Calling
Salespeople are a smart group. They know things about their industry and products that others need to learn. The key to “Leveraged Sales Prospecting” is how to best deliver that cold calling message. When you do, you are giving sales prospect a compelling, if not overwhelming, reason to meet with you. That’s how to do cold calling. But I go much further than just cold calling in “Leveraged Sales Prospecting”. This effective cold calling training program will actually show you how to get qualified prospects to call you. How great is that!!! We put these cold calling strategies and outbound sales prospecting skills through the test. The results were simply fantastic. It’s about time salespeople spend more time selling and less time prospecting for sales appointments.
Cold Calling Skills
Well, I have to get back to work and finish this sales prospecting sales training program. I know it sounds like a bunch of hype but this sales prospecting training will rock the industry.
“Leveraged Sales Prospecting” is a unique and different cold calling training program.
To your sales success!
Nick Moreno, Sales Trainer
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Jul29
Sales Prospecting Training
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Learn How To Find Sales Prospects And How They Can Find You
With This New Sales Prospecting Training Program
By Sales Trainer, Nick Moreno
What have I been up to this summer? I’m putting the finishing touches on my new sales training program that’s all about sales prospecting skills. As with all my sales training programs, this sales prospecting training is also based on the best practices of the top sales professionals. While the sales prospecting training material is based on years of observations, the actual sales training course development is in its tenth month. I hope to get this new sales prospecting training program released by September 2008. If you want to learn outbound prospecting sales skill, this may be the training program for you.
Telephone Prospecting Skills And More
Did you know that the number one reason most often cited as the reason for failure in sales is the failure to successfully prospect for appointments? Think about it. You could possess the greatest sales skills in the world but if you can’t get appointments, you will surely fail. That’s why I just had to do a sales training program on sales prospecting skills. And that’s why this sales prospecting training just had to cover more than telephone prospecting skills. Learn the sales prospecting skills of the top professionals and you’ll close more sales. That’s exactly what I deliver in this sales prospecting training program.
SALES PROSPECTING
The ways most salespeople prospect for sales appointments is insanely unproductive. When it comes to phone prospecting skills, if you need to dial one hundred phone numbers to get four appointments, you are wasting 96% of your time. There is absolutely nothing productive about those phone prospecting skills so forget traditional telephone prospecting sales skills! How can you possibly succeed when 96% of your time is down the drain? My goal is to change all that by introducing salespeople to powerful sales prospecting techniques, strategies and skills. Everything I know about sales prospecting, including telephone sales prospecting skills, will be contained in my new CD sales training program. Learn these sales prospecting skills and start going on more qualified sales appointments. This is “real deal” sales prospecting training.
PROSPECTING FOR SALES APPOINTMENTS
I call this sales prospecting training program “Leveraged Prospecting” and it will be a two CD set. What I uncovered over the years about the sales superstars is that they have a different way of approaching prospects. They get sales appointments by leveraging what they know and their prospects want to learn. It sounds simple but it isn’t… and that’s why it filled two CDs with this new sales prospecting training program. Please know that this sales prospecting training program covers much more than telephone prospecting skills.
SALES PROSPECTING TRAINING
So, what do you know that prospects want to learn all about? That’s the key to “Leveraged Prospecting” and, as you should expect from me, I take it one step further. In this new sales prospecting training program about new sales prospecting skills, I show salespeople how to get prospects to call them. Prospects they never knew existed. How great is that! Prospects calling you because you have information they need. Can it get better than that? That’s why I so excited about this sales prospecting training program.
As I mentioned, I hope to release “Leveraged Prospecting” in September 2008 and I hope you’ll look at it at The National Sales Center. As you can tell, I am very excited about this sales prospecting training program because I know it will be a great benefit to many salespeople.
To your sales prospecting success,
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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