Demrie Henry, on May 28, 2013
Recently, I was talking with a salesperson about his initial approach to prospective customers. He couldn’t seem to get folks interested in having a conversation with him. He was hearing the immediate brush off of “no thanks, not interested” soon into every cold call. While this is common, there are specific tactics that can warm up cold calls enough to get prospects to take your call, and even set aside time by scheduling an initial call. My call with this particular rep was to share some of those tactics and best practices to help him experience more success during his initial approach.
My competitive nature to be the best, along with a perfectionist, Type A personality that many marketers and sellers have – oftentimes lead me down the path of over-thinking and over-working every little detail. This meant every email had to be crafted flawlessly, and presentations would sometimes come home with me to be worked on and perfected for the following day’s meeting. I sometimes obsessed over the right words to use with a client and avoided mistakes like the plague.
How many times have you heard someone say, “I love my boss or I love my sales manager?” I would venture to guess you could probably count on one hand the number of times you’ve heard this proclamation.
We learn by asking questions. Smart business people never stop asking questions. When people ask what is the best way to start a conversation, the answer is that the best thing to do is ask the other person a question.
We all know it's important to talk early and often about what your clients expectations are. After you identify a true client need is the time to start talking about expectations.
A client recently asked me to provide some feedback on his LinkedIn page. With more and more attention being given to social media, and the way it can enhance an individual’s personal marketing efforts, he wanted to make sure he was “looking good.”
Mike Anderson, on May 8, 2013
Jim Hopes, on May 7, 2013
I think you will agree with me that your success in securing appointments will be directly proportionate to how compelling your message is to your prospect. We always recommend you develop a very strong valid business reason regardless of how you deliver it.
Some of the most important steps in your sales strategy should include asking the right questions and uncovering a client or prospect's true needs. Only then can you provide customized solutions.
Here's a scenario you might find familiar: “Sales of the new eFrammus haven’t been going as well as the company has forecast,” the sales manager said as he opened his regular Monday morning meeting. “So we really need to bear down on that product line and start moving more right away.”