B2B From A2Z Podcast

Additional Notes for this episode: Lack of Preparedness No one wants to do a job that they don’t have the proper tools, technology and training they need to succeed. The tools, the technology, and the training prepare you to succeed and build confidence. The opposite is also true; a lack of the proper tools, technology and training destroy confidence. For cold calling, this boils down to a couple of key factors. Do you have a written script? Do you have a written script for objections? Is the script something that you can be proud to use? Does your script make you sound like a professional whose clear goal is to create value for the customer? Or does it make you sound like a credit card company? Lack of Ability to Differentiate Professional salespeople need to differentiate themselves in a crowded field. This is difficult to do, and it is more difficult over the telephone–especially when the salesperson rattles off the same lines the prospect just heard from a competitor. Salespeople don’t like to make col