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Import Kindle Notes
Erik Martinez @ ConnectAndSell
Save Gcal as a bookmark to easily create one and send How To Think of Your Product Strategic = Complementary Tactical = Rip and Replace Get to the emotion, what frustrates your prospect and their company? How sales reps waste time Doing a ton of research for a prospect that probably ain't gonna pick up Qualify AFTER getting a meeting I want to be prepared for our meeting. Three quick questions (qualification questions) If not qualified I don't want to waste your time, lets put this on hold and revisit this at another date Look for the companies that your company sells the most to, has best business relationship, see what you are doing for them and use them for prospecting Map 5 out 5 objections and be prepared to deliver them Be direct and handle the objection Reiterate the pain point Explain the value Turn cold into warm "Calling you like I said I would" Start with the Why Don't go into why when setting up calendar/meetings We learned the hard way that this type of conversation is best had in a set time, so I'm not bombarding you with all this information
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