Despite the convenience and ease of today’s technology, there really is no substitute for face-to-face communication. This is especially true for sales.
Category: Connecting with the Head
While some prospects may accept a blunt, out-of-left-field request for a sales meeting, most will likely balk at this approach. Reps will have better success scheduling first-time meetings if they warm up prospects first before asking.
Sales is definitely a numbers game, but it also requires a bit more than strictly business to be successful. The industry’s top performers also inject a little bit of something extra into their process.
Keeping your communications fresh can make you memorable in the eyes of buyers (and more likely to move deals through the pipeline).
It’s no secret that top-performing sales reps do things differently than others in the industry. Thankfully, recent insights shed some light on the tactics of top performers, as well as what buyers want during that first contact.
The beautiful thing about a sales pitch is that it can always be tweaked. And, it should be tweaked often…maybe even right now.
Think you can guess how many touches it takes to get a first meeting with a prospect? Recent research from the RAIN Group Center sheds light onto how often a rep needs to contact a prospect to make that first conversion.
Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.
No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.
Whoever came up with the adage “attitude is everything” might have worked in sales. Your attitude has a major impact on whether a deal closes – and thankfully, attitude is something in the process that you have total control over.
So many things can go well during a sales call. And alternately, so many things can go wrong. Whether you and the prospect are on different pages or he or she can’t stop talking about a different topic, calls can quickly go awry.
How you ask questions can greatly alter how they’re answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.