The Elements Of An Effective
Prospecting Development Strategy
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Listen!
The Most Profitable Tip You Could Receive
About Increasing The “Selling Skills”
As Well As The Profitable Sales & Customer Growth
Of Your Outbound Sales Organization Is …"To Listen"
If You Were The Prospect …
Would You Buy? |
Listen For Rattling |
Listen For Value |
Listen For Understanding |
Listen For Stories |
Listen For Emotion |
Listen For New Solutions |
Listen For The Answers |
Commonly Answered Questions
By Target Prospects & Customers |
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Conduct Taping & Review Sessions
A 2nd Profitable Idea
Is To
Tape Your Sales Team, Then Have Your
Sales Managers & Trainers
Listen To The Tapes
& Evaluate Them. Send The Tapes Home
With The Sales Representatives
So They Can Listen Themselves.
Then Have The
Sales Managers & Representatives
Get Together
To Share Their Feedback
& To Develop and Test Ways
To Make Each Call
Even Better
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Try Adding A Taping Process
To Your Selling Skills Strategy
& See What Happens
The 3rd Most Profitable Tip
For Improving
Your Outbound Sales Organization’s
Prospecting Skills
Is
“Pre-Call Planning.” You Can Learn A Lot
Of Profitable Information
By Reviewing Your Salespeople's
Pre-Call Planning Strategy.
Leverage Business Intelligence |
Cold Call Questions |
Pending Opportunity Questions |
Active Customer Questions |
Listening & Note Taking Skills |
Skill & Commitment |
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Don’t Ever Let
Your Sales Team Call
Blind
With all the options available for identifying key decision making contacts,
to call a company and ask to the person that is charge of … Is saying, you know what, I really didn’t take any time to research your company, and I really don’t know anything about you, but I’m calling hoping you’ll send a non prepared sales rep to interrupt one of your key decision makers
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Get Your Sales Team
"Into The Flow"
Early!
You need to learn how to get into the flow because it is the only way you can make a long term successful career in inside sales without the dreaded "BURNOUT"
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Grease The Rusty Old Wheels
"So They Don’t Squeak"
Invariably, when you make a change that involves prospecting, especially when it means making changes to have sales people prospect more often, you are going to run into 3 types of resistance:
1) Those sales people that aren't cut out for sales
2) Those that have gotten comfortable not prospecting
3) The lazy bones.
These 3 types of people use 3 common forms of “Squeaky Wheel” tactics to deter you and others from pursuing this prospecting improvement “project.”
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