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.
At Data Age, we always talk about being confident, learning, growing and mastering our trade. Confidence and expertise should allow a sales executive to gain customers' trust a lot faster. When you earn the right to have a customer accept you as a trusted advisor, they will consult with you as they navigate through the buying cycle.
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 or in marketing, it is always better to have someone else do the talking for you in your efforts to position and promote your product or company. Having people similar to your prospective customer you are working with who talk about your product/company is very powerful. Not only will it help your efforts but it is also very helpful for your prospect. Having your prospect get a good feel is a given but alerting your prospect to ask the reference about the process they went through while doing their due diligence is very helpful for the prospect as well. This is sales 101 but is it really that simple?
This industry consist of smart buyers who invest their mindshare on areas of great interest for themselves. What I would call the “quick-fix” and the “now” items that immediately impact them.
In a lot of cases software and technology sit outside of their strike zones. They may not be viewed as a top priority because the pawn broker has so many other things on their plate. In the many calls we have been receiving lately, several have been frantic as fear of the unknown creeps in.