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 ...

How did you answer your phone today? How was your tone of voice? If someone called you with a question about a product or service, did your caller "price shop" you, or were you able to take the lead ...

Every sales rep needs a set of guidelines for how to handle a conversation with a prospect. This “script” may provide some basic points to cover during a call or meeting, but it shouldn’t be a rigid, ...

Many sales teams will develop a loose “script” to follow as a foundation for their pitch to new prospects. While it’s smart to have a basic script as a jumping-off point, it’s crucial to ensure that ...