Attending conferences and other events is valuable to sales reps, thanks to the plentiful opportunities for leads, networking, and new insights. But those opportunities don’t come cheap — or easy.
Author: Jessica Helinski
Before entering into a negotiation, you likely have spent time covering all of the keys to its potential success. But, there may be one factor that you’ve overlooked.
Considering that prospects are already wary of salespeople, a rep’s credibility is vital to making deals. If a rep missteps and loses that credibility, chances are the prospect won’t hesitate to move on.
When leaving a voicemail, be conscious of the time spent doing so. In general, the sweet spot for voicemails is 25 to 40 seconds. As Hoffman explains, “under 25 seconds looks like you dialed and hung up. Over 40 seconds looks too long.”
Information is powerful. And, it can be more powerful than flashy presentations, high-priced lunches, or a list of big-name clients.
“A customer objection is merely a request for more information.” Have you ever considered objections from this perspective? Likely not. This quote repositions objections as opportunities.
Have you ever tried to be a little provocative in your initial sales call? It could make a difference. The same is true for the little known trick to keep the call going. Read on to find out what it is.
When planning your pre-call research, consider who you’ll be talking with. Narrow your lead base to the people who will likely buy your product or service. Then, organize your call lists by industry as these prospects will likely be facing similar problems so you’ll get more mileage out of your preliminary research.
Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?