Even if you’ve been in sales for years, it’s likely you still feel a little anxious before picking up the phone to call a prospect.
When trying to close a sales deal, having a champion on your side can make the process much faster. But you can’t just go and pick out anyone and expect him or her to help move the deal along.
There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas.
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.
You’ve done it. You’ve made contact with that prospective client you’ve been hopeful about for ages. One of the first and potentially most dangerous questions you’ll be asked will probably come first. “Who are you and what do you do?” This is your first make-or-break moment.
Do you wish you could get more responses to your initial outreach emails to potential clients? According to HubSpot writer Aja Frost, the solution can be as simple as improving your introduction.
How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.
Is your sales income what it should be? Want to double it?
In sales, we’re often shackled by habit and the same ways of thinking about our everyday activities. How we approach prospecting is a prime example.