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 ...

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 ...

Opinions expressed by Entrepreneur contributors are their own. We’ve all been there: Your phone rings. You pick it up. Before you even utter “Hello?” you’re bombarded with a pitch. “It’s your lucky ...

To ease the pain of cold calling, "A good sales script is essential," says Christine Comaford-Lynch. The perfect script should contain four elements, she says: Start with who you are and where you are ...

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything ...

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, ...

Opinions expressed by Entrepreneur contributors are their own. There’s no way around it: Sales calls can be uncomfortable. The prospect may be peripherally interested in your product, but they also ...

In America’s vast and competitive sales market, one of the biggest challenges businesses face is finding truly prepared sales agents. Universities and online courses can deliver theory, but too often ...