The Accelerator Blog

It's important for you to not use too much jargon in your prospecting.

Meaning, don't use words/phrases that aren't COMMONLY used throughout society.

For example, I was typing out an email last week...

I take 5 or so minutes to prepare for every Intro call I have.

This allows me to:

•  Learn more about the prospect I'm meeting with to create a more genuine conversation
• Create specific...

There's a subtle "hack" to prospecting and you probably aren't using it.

And no, it's not some special "script".

It's humor.

We all laugh and joke around with friends and family, but then sometimes...

Prospects no-show you when your prospecting is transactional.

So just because your prospect says they're ready to schedule a call with you does NOT mean you SHOULD right away.

Before scheduling the...

You're screwed if you prospect on LinkedIn and don't use a CRM.

This is true because not using a CRM will force you to constantly need to start over.

Let's use an example to explain what I mean.

Let's...

Posting content on LinkedIn is an asset for you.

Content is beneficial in ways such as:

• It allows prospects to learn about who you are which helps make your prospecting efforts easier (since...

Ever heard this from your prospect?

"How about you follow up with me in 30 days?"

...uh... how about no? That's 8% of an entire year

Next time a prospect asks you to follow up in 30 days, push back a...

Not using your CRM regularly is preventing you from making more money.

I've heard a study which mentioned that only 3% of buyers are ready to make a purchase when you first reach out to them.

THREE...

Have you ever had a prospect blow you off after a GREAT introduction call?

Meaning, everything was going great and then the prospect got very cold and distant with you?

Perhaps it's because of the...

The 3 most common types of LinkedIn DMs you'll receive:

1. The Direct Pitch - this is where someone tries to sell you their product/service right away.

2. The Consultative Questioning - this is where...

Is handling objections rocket science?

No, it's sales.

And I've distilled my process of handling objections into 4 steps:

1. Pause for 30 seconds

2. Thank them & show understanding

3. Ask a...

"I hate sales".

Haven't we all heard this from someone before?

And did they have much (or any) experience in sales...?

Nope...

This is what we call a "baseless objection".

Something that is not...