Creating the future of startup sales
Any busy executive rarely has the time for more emails, let alone from another probing sales rep who is trying to secure a meeting to pitch whatever they have or the flavor of the month in solutions
One of the impediments to effective and deep listening is that we believe our concentration to be a better listener is subpar. Though listening is a bigger problem, Sales reps need to balance that with their ability to focus and concentrate on the prospect or customer
It never ceases to amaze that typical sales Reps still believe they can preach & pitch to win business. They don’t get the new paradigm shift – research, study, write, practice and then make the call. In fact, one of the biggest fallacies is that the more a Sales Rep continues about their solution, they distance themselves further from the mind of an Executive, especially a Sr
Effective business communication sitsabove the spoken word more than it does on the written word. Above the spoken word is an even greater power in the art of influencing which is based not on how they talk….but how they listen.
As differentiation from product advantages is reduced or neutralized, the customer relationship built on value grows in importance.”
With most if not all salespeople, the part of the job they like the least is almost universally answered with one word: prospecting. Despite spending time, effort and money comforting, engaging, encouraging, supporting and demanding that salespeople maintain a pipeline of “suspects-to-prospects,” many efforts fail to produce more than low returns.
How do you quickly interest your prospect in dealing with you? You don’t have much time. SDM as well as industry experts say it’s done in as little as ten seconds and typically twenty seconds!
I was speaking at a business group of local companies, mostly owners. They told me that they needed more sales and more activity and their sales people were not doing it. They were not effective and not doing enough of it.
One of the most positive and pervasive things that have come along in 10 years that has impacted cold calling is social media.
The net was having the team understand that the business needed one more opportunity per week per Rep and as a “team” we would all work towards that. Cold calling was not easy, but still effective.
