6Chapter 2: The Secret To Prospecting
52Resolution
7Tools To Build A Prospect List
533. Tell a Story
8LinkedIn sales navigator
544. Mind Your Presentation Period
9Leadfeeder
555. Include Research in your Presentation
10Angel List
56Chapter 6: How To Deal With Objections
11Product hunt
571. Practice Active Listening
12Tools to Find Contact Details
582. Show Empathy
13Find that lead
593. Repeat the Objection back to the Prospect
14Voila Norbert
604. Use Past Experiences and Testimonials To Handle Objections
15Tools to Qualify Prospects
61Types of Objections and How to Handle Them
16Zoominfo
62Price objection
17Mention
63Source objection
18CrystalKnows
64Product objection
19Tools for Sales Engagement
65“I have to think about it” objection
20HubSpot Sales Hub
66“I’m already satisfied” objection
21Rebump
67Chapter 7: Closing Tips To Crush Your Quota
22How to Generate B2C Leads
681. Summary Closing
23Create an online community
692. Scarcity Close
24Create video testimonial
703. Puppy Dog Close
25Chapter 3: The Best Rapport-Building Techniques Every IT Sales Professional Needs
714. Sharp Angle Closes
261. Have Welcoming Body Language
725. The Assumptive Close
27Smile
736. The Question Close
28Touch
747. Give Something For Free
29Keep eye contact
758. The Testimonials Close
30Keep your arms free
769. Generate Small Yeses
312. Find Common Ground
77Chapter 8: Follow-up Habits That Will Elevate Your Success
323. Be a Good Listener
78Become a Consultant During
334. Be a Trusted Advisor
79Regularly Reach Out to Clients
345. Create Shared Experiences
80Send a Follow-up Gift
356. Mirroring and Matching
81Invite Clients To Events
36Chapter 4: Best Qualifying Techniques
82Remember Milestones
371. Ask the Right Questions
83Send Valuable Content
38Category one- Figure out if they need the service.
84Use CRM Software to Manage Customer Relationships
39Category two- Figure out if they have the authority.
85Fresh-sales
40Category three- Figure out if they have the budget
86Team-wave
41Category four- Figure out their timeline
87Sage CRM
422. Create a Clear Buyer Profile
88Zen desk
433. Pay Attention to Red Signs
89Interact with the Customers Online
444. Learning What A Prospect Expects
90Give a Special Offer
455. Ask If The Prospect Is Using Any Competing Solution: Word of caution
91Conclusion
466. Learn A Prospect’s Deal-Breaker Up Front
92Notes
