There are two types of pressure. There is pressure you feel and pressure you apply. Assuming we are constantly refining our trade, enhancing our knowledge and working smarter, applying pressure in a competitive opportunity boils down to proper positioning and differentiating yourself from the competition.
Every sales team goes through up’s and down’s. This can happen sporadically on a monthly basis, sometimes a weekly basis and even from an hour-to-hour basis. It is very important to ensure you are always at your best.
Believe it or not, whether you work inside sales our outside sales, we are all public speakers. Every time you get on the telephone you are speaking to the public. It is important you understand how best to do this. The first step is to make sure you are prepared before every call. You have a window of about 30-90 seconds when speaking to someone for the first time over the telephone.
In sales, you have an opportunity to bring on new business through leads generated by marketing and demand generation programs. You also have the chance to sell to existing clients. When we call down on clients we are not using the same tools we use to close new business.
“Hey Bob” how is it going how is business?” As with any conversation – think about your audience.
- Make sure you check in with them a few times a year
Our sales people are tooled with a great product. They are part of the number one software company supplying the pawn industry. We have thousands of clients, testimonials and success stories. We are able to leverage all of this because our clients believe in our product and our people.
No matter what you do, you have to stand out. As you work with your prospects, leave a lasting impression on them because they will identify you by this. Provide an experience your clients will remember fondly. The goal is for them to look forward to your next call. This is what we call rapport. Rapport is a means to an end. The end result has to be securing trust and belief in your client. Knowing what they are saying to you is honest and real. This will help you validate your sales efforts.
Practice makes perfect. All of the past Sales Spotlights are out there to give you pointers and ideas for becoming better at selling.
Let’s remember what is needed in every sale… Rapport. You have to have it. Knowing this, why not ease into a sales call and warm up with pleasantries. Find some common ground. This is where a little research would help you.
Do away with the machine gun mumbo jumbo approach when speaking to prospects. Question-based selling will help you position yourself to respond to your prospects’ needs. You can have a productive conversation if you ask the right questions. Be careful not to make assumptions and launch into areas too quickly, that the prospect is not interested in.
Let’s focus on point #5 in the article below. This hits very close to home for a lot of us. Follow up and follow up fast. Being first to the door is key but staying persistent is also important.