It’s much harder to close if you don’t ask smart questions early in the sales process. But before you make that discovery call, you need to do some homework.
The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
We all know that each client is different and so their customer service plan must be unique to them as well. However, not many salespeople take the time to think through more than just, “Should I call or email my client?” According to CustomerThink’s Niamh Reed, customer service plans need to be way more versatile than that, especially when a new customer is learning to utilize your product or service.
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.
Everything seems to be going digital. So, you’d be falling behind if you didn’t make most of your customer service the same way, right? Wrong.
Calls are the most direct way to reach a prospect. And, even if you get sent to voicemail, you know your message will be heard. But, just like everything in sales, though, there is an art to the phone call.
First impressions are everything in sales. Your prospects have very little free time to spare for discovery calls, so you need to make yours count. Here's how.
Does your latest prospect prefer email or phone contact? If they don’t specifically list a certain medium on their LinkedIn or other pages, you’ve no way of knowing. Or do you?
Do you feel like you’ve mastered cold calling? Or, do you find yourself still struggling to find comfort (and success) with this sales technique?