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The Center for Sales Strategy Blog

Factors That Influence — What Sellers Can Control

Factors That Influence — What Sellers Can Control

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.

Once you realize what you can control, and what you can influence, you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.

Topics: valid business reason prospecting

When Setting Appointments are You Seen as Trusted and Valued?

 When Setting Appointments are You Seen as Trusted and Valued

I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible.

It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder. It is easy to get lost in the sea of salespeople who are contacting them and asking for their time if you simply communicate why you want to meet with them because that is what everyone else is doing too.

Topics: valid business reason

Does Your VBR Sound Like a Pick-up Line?

Does Your VBR Sound Like a Pick-up Line

To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s.

Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later.

Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale. Even when you’ve tried to find a Valid Business Reason (VBR), you might still end up sounding like you’re using a pick-up line.

How can you tell if your VBR has value to the prospect?

Topics: valid business reason

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 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

Get More New Meetings — Developing a Valid Business Reason

Get that first meeting

"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago."

This nugget of information came from The Center for Sales Strategy 2020 Media Report.  

My initial response to this new data was...DUH!

I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago. They must know something that I don't know!

I don't care who you're or what you're selling, but getting a first-time meeting is tough! Now, I realize there are a ton of legitimate reasons why that is true, but NO ONE CARES! Excuses won't help you get to your sales goals, get you a promotion, or pay your rent.  

What you need is a solution to help you get that all-important first-time business appointment. What you need is a Valid Business Reason.

Topics: valid business reason sales process getting appointments

6 Tips to Help You Secure a B2B Sales Appointment

secure a B2B sales appointmentJust securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes 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

Critical Sales Trends That Should Get Your Attention

Critical Sales Trends That Should Get Your Attention

The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? 

The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.  And, those trends are likely to result in permanent changes in how B2B sales are conducted.

Topics: valid business reason sales process sales trends

Humanizing Your Sales Strategy [VIDEO]

HubSpot Video

Whether you’re a sales manager evaluating your team or in the field coaching salespeople who are trying to get quality appointments, you’re always looking to improve results.

Based on years of experience, we often see salespeople develop strong valid business reasons, but the delivery is too formal. Listen to the video for great before and after examples and keep reading for the secret to a successful sales strategy.

Topics: valid business reason sales strategy

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

appointment.jpg

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

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 Needs Analysis prospecting