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The Center for Sales Strategy Blog

Don’t Forget this Proven Sales Strategy to Get an Appointment

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Anyone in sales knows that it can be tough to get that first appointment with an ideal prospect. You might have to leave a voicemail, send an email, try to connect on LinkedIn, show up at their house, or volunteer to clean out their garage!

When trying to stand out, don’t overlook the option of sending a business letter. 

You know what we’re talking about right? A short message on your letterhead, placed in an envelope, and sent via the Post Office.

If you decide to use this as one way to get in front of prospects, here are some guidelines to follow.

Topics: valid business reason sales strategy prospecting

Using Industry Insights to Get in the Door

using industry insights to get in the doorHave you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.

In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn it into a valid business reason (VBR) is essential for your prospect to want to connect with you.

Topics: valid business reason sales strategy sales process prospecting

6 Tips to Help You Secure a B2B Sales Appointment

secure a B2B sales appointmentJust getting the appointment can be one of the most difficult steps in the entire sales process. Having a referral or industry success story can make this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?

Topics: valid business reason Needs Analysis sales process

A Great Way to Establish Trust & Create Value: Think Like an Owner

sales establish trust create valueGetting that first appointment with a new business prospect is difficult because most sellers do not take the time to establish trust and create value in the mind of the prospect.

Unknown salespeople do not have the best reputation in the minds of new business prospects because of the less than honest actions of some sellers. An essential element to overcoming this hurdle is establishing trust and creating value—one way to do this is to think like an owner. 

Topics: valid business reason new business development Needs Analysis prospecting

Sure, You Can CLOSE, but Can You OPEN?

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If you follow the stock market you know McDonald’s stock has been on fire of late! Maybe the secret to their success is hiring people who can open and close!  

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Closing gets all the love, and all the headlines. The big closes lead to high fives and mentions in the company newsletter, and keep you coming back for more! If you can’t close, you can’t sell. “Coffee is for closers!” 

But can you OPEN? Not open the conversation, open the door to the opportunity. One sure fire way to close more deals is to get more, higher-quality appointments. It’s tougher than ever to get attention and establish credibility, and you need to do both to get the first appointment with the very best prospects. It’s no longer sufficient to pick up the phone and leave a “get to know you and your business” voicemail, or pop in for a cold call with confidence. To be a great “opener” you have to do your homework, and your homework has to result in a valid business reason for the prospect to meet with you. 

A great valid business reason should express why the prospect would want to meet with you (not the other way around) and has three core elements:

Topics: valid business reason Setting Appointments

In Your Sales Strategy, Are You Psyched Up For the Close?

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Will that “moment of truth” be looming in the next meeting with your prospect – the meeting where you look him or her in the eye and ask for the order? Or, will the next meeting be the one where you confirm the details to implement your plan... because, the prospect already knows most of what is in your proposal (they helped you build it), the price range, and most of what it’s going to take to buy your solution? I hope it’s the latter.

Topics: Proposal valid business reason Needs Analysis sales strategy sales performance Sales

Start at the Top, It Makes the Climb Easier

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Salespeople who have mastered the art of “Big Game Hunting” start at the perceived top of the mountain. Too many salespeople start at the bottom—and stay there. Why can’t you call or email a CEO or CMO with a very Valid Business Reason? Why don’t you suggest a time to meet to pursue ideas that may possibly help their company/organization/mission achieve their current marketing objectives? You can!

What stops most salespeople is the start. They limit their own opportunities by being ill-prepared with a truly Valid Business Reason and with lack of confidence to reach higher. Unpreparedness has that effect. Let’s look at the Valid Business Reason which is the key to engaging your prospect: the reason that gets the target’s attention on why they should want to meet with you—not why you want to meet with them. See the difference?

Topics: valid business reason Sales

How to Protect Yourself From a Not-So-Great Valid Business Reason

How_to_Protect_Yourself_From_an_Idea_That’s_Just_Not_That_GoodThe other day, I was writing what seemed like a pretty smart piece for The Marketing Mind blog. That’s the site where we capture a wide variety of consumer and industry trends.

Our goal is to convert topical issues into valid business reasons to help sellers get appointments, and needs analysis questions that lead to meaningful challenges they can help their clients solve.

Topics: valid business reason sales process

When Setting Appointments are You Seen as Trusted and Valued?

What’s Your Reason  I was recently reminded that DISCIPLINE is “choosing between what you want now and what you want most” and that those who consistently achieve performance excellence, regardless of field, understand what they want most. 

Topics: valid business reason Sales

What Makes You Valuable in B2B Sales?

Why Would Someone Want To See You Some say that salespeople are a dime a dozen. Basically, they have very little value.  On the contrary! In b2b sales, great salespeople can literally be worth millions of dollars to their clients’ business.

Topics: customer satisfaction professional branding valid business reason Sales