Category Archives: Sales Skills

How to Effectively Respond to Sales Objections

Sales isn’t easy. If it were, everyone would do it, and every customer would buy everything you wanted them to.

In reality, though, there are objections that you have to respond to, and if you don’t do it well, you’ll lose not only the sale, but momentum for sales in general.

For starters, instantly dismissing customer concerns isn’t the right path to take. Work harder on understanding and sincerely reaction to their points. You’ll also have to find out what would convince them of the sale, and learn how to build points around that.

Interested in more effective ways to work through sales objections? Use this graphic.

 How to Effectively Respond to Sales Objections

Via Salesforce

What Makes Exceptional Customer Service (infographic)

What do you think about your customer service process? Does it work well, and can your employees conquer any hiccups—big or small—that pop up along the way? Even if you feel like you have exceptional customer service, it’s important to analyze it regularly for new issues and new challenges that you can address.

That starts by thinking about the qualities that are essential to great customer service. Some of them may surprise you—empathy, for example, or generosity. Timeliness shouldn’t, nor should the solutions that customer service needs to be focused on.

Here’s the thing to know about customer service: It’s something that you can always work on. This graphic can help.

How to Ensure the Very Best Customer Experience Every Time

Via Salesforce

Tools to Compel Your Prospects to Act

Selling is hard. Pressures from sales leaders notwithstanding, we’re also up against clients who are tired of old-fashioned sales techniques, often know more about our solutions than we do and are actively using technology to avoid us.

While a more informed customer isn’t bad, it has made them less responsive because they’re doing significant research before calling a sales rep. According to CEB, buyers now are 60 percent of the way through the buying process before engaging with a salesperson.

Here are a collection of six tools to help compel your prospects to act — and buy!

Click To Enlarge

An Offer They Can’t Refuse: 6 Tools to Compel Your Prospects to Act

Via Salesforce

How to Keep Relationship Data

Marketing and sales have a very close relationship and are vital for the growth and profitability of your organization. Customer relationship data should be available to both these departments so marketing and sales campaigns can be monitored to determine what is successful. This data is also crucial for organizing leads that can be converted into customers. If you havent already implemented an automated marketing tool, this post will highlight the advantages of using an automated marketing system integrated with a CRM system.

Publishing Channel
An integrated CRM and marketing automation system is a very effective and valuable tool when creating a promotional content campaign. Data in these two systems can be combined to create and publish meaningful and relevant content on blog feeds, social media or emails directed to your targeted leads.

Capturing Data
Meaningful data can be captured:

  • Demographic and social data can be captured from social media platforms and landing pages that your prospects visit. This information can then be downloaded into your CRM system. Your sales force can leverage this date to help them close deals.
  • Whenever a prospect visits your site and other platforms and takes action, you can receive real-time alerts and your sales team can communicate in a timely manner resulting in possible sales.

Marketing Campaigns

  • Multiple campaigns can be launched at the same time with less time, effort and errors. High quality and accurate reports can be generated for campaigns running in parallel and can keep track of which campaigns resulted in closed deals.
  • Create drip campaigns via emails or newsletters using the call-to-actions that your prospects have initiated. For example, if a prospect downloads a white paper, a follow up email can be sent at some later time. This one to one communication is a very effective marketing strategy.
  • Video broadcasts can be pushed out to prospects at the right point in the sales process using the data captured in the CRM system.
  • Create contests on Facebook and other social media to attract likes and turn them into leads in your CRM sytem.

Having a strong integration between marketing and sales is a must for any organization. Set up training sessions with the sales team and convey the importance of updating the CRM system with relevant and up-to-date information. Keep in mind that sales people do not have a lot of spare time so ensure that relevant content is easy to update.

Tips for Cold Calling

cold-callingI know some of you may loathe cold calling, but we’ve got stuff to sell!

I polled my team and some of my connections on LinkedIn not too long ago, with the question:

“When cold-calling, and you get the gatekeeper, what do you say to get your client on the phone?”

Here are some of the answers:

  • Pretend I’m returning a call
  • Just say your name, not the company you’re calling from
  • Try to disarm gatekeeper with small talk to get them on your side
  • Lots of name dropping
  • Swagger by assuming they are expecting your call, i.e.. “It Brian Farrell for Attorney Jones”
  • I don’t. I call after 5pm.


  • Emailing ahead of calling, so it’s expected
  • Having a direction or game plan in the rare chance they actually get on the phone

What do you do? What’s missing? Reply to me and I’ll update the list!