nUnderstanding what it takes to sell your product or service is the key to business success. Do you know what it takes to be an effective seller, or are you wondering if you and your team make the cut? Learn if you have the right skills and attitude for selling such as motivation,follow through and creative problem solving guide to feel at ease closing business.
The Sales Attitude
Love of conversation – Tap into the social aspects of selling and relish contact with others.Actively listen in sales discussions for deep engagement.
Creatively solve problems – Experienced salesperson know that hurdles are meant to be overcome and will use creative ways to eliminate roadblocks to success.
Self-Motivation – Know what you need to do and track your own progress for constant growth. A self-motivated seller doesn’t need a lot of managing.
Rock Star Presentation Delivery – Think fearless! The most successful sellers invest two hours a week in honing their product knowledge,objection handling and sales pitch.
Continuous Skill Development – Connect with other salespeople’s experiences and insights to constantly sharpen your sales acumen.
The Sales Call
Want to make the perfect call every time? Let this steps be your guide.
Block time to get on the phone – Focus efforts when your prospects are available and pick up the phone.Learn which time of day or evening yield the most eventful conversations.
Introduce yourself and Your company – Greet prospects by name,give your full name,company name and job title,keep it friendly and concise.
Give real reason for the call – Put facts first and clearly state why you’re calling.If the reason is to schedule a phone appointment or personal visit,say so.
Get the Yes – Drive buy-in with statements like,”I”m sure that like our customer,ABC company,you are interested in improving in this area.”
Measure Success – Track the number of dials it takes to make quota for closed business. Monitor the number of conversation,meetings and deals it takes to make your sales target.
The Discovery Call
What does every great discovery call have in common?Let this guide be your example.
Do your homework – Review your lead tracing system for all related data.Spend ten minutes exploring their company website,community forums,and social media channels.
Share Benefit Statement – Make a direct impact with 2-3 benefit statements relevant to your prospect’s pain points.Select specific topics based on what you’ve learned.
Get them to Elaborate – Enable dialogue,and avoid dominating with a presentation.Think two – way conversation,and ask,”why?” to learn the true meaning of their needs.
Provide Solutions – Know the difference between an objection and a question that’s a desire to learn more.Clarify issues and illustrate how your product or service will address their concerns.
Measure Success – Create business metrics that allow measuring the time between sales stages.Generate customized pipeline reports based on discovery call criteria.
What makes a perfect voicemail?Use this guide to ensure a call back.
Use A Script – Refer to a script or basic guide to consistently deliver the same message.
Reason for call – Ask for the sale,meeting,or result you are looking for to quality your lead and move them along in your sales pipelines.
Emphasis – Perfect the right tone to maximize the short amount of time you have in a voicemail.
Ask for Call back – You can’t get a meeting if they don’t call you back so don’t overlook this important basic element.
Measure Success – Track the number of callbacks to determine if voicemail is worth the effort.
The Follow-Up Email
Curious how to get prospects to respond to your email?This guide will show you
Engage Subject line – Personalize the subject line so it doesn’t look automated.Authenticity trumps perfection!
Build Rapport – Incorporate conversation starters based on what what you have learned about your prospects through calling and additional research.
Case Studies – Insert an appropriate customer case study that is aligned with your prospect’s industry or identified interests.
Relevant Attachment – Select collateral most relevant to your prospect to attach to the follow-up email.Include a brief description of the attachments in the body of the message.
Close to next steps – Conclude the email by asserting what the next steps are in your process of engagement with the prospect.
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