In one of my training sessions, someone asked how to follow-up after sending an introductory email. If we group the email with the phone call, then we can create a solid strategy that works well in opening a sales call. Incidentally, this strategy also works with direct mail campaigns or as a follow-up to a white paper download. Continue reading
See the world through your prospect’s eyes. Take a walk in their shoes.
You’ve heard me say it before. We’ve written about it on multiple occasions.
Selling is an away game. It takes place in the mind of your prospect.
During my time training salespeople, I’ve run into a few who’ve had a little trouble embracing this concept. They see selling as something that you do to someone. They start by getting their foot in the door, and they end with closing the sale. Invariably, these salespeople have the hardest time getting out of their head and leaving their “mental stuff” behind. Continue reading
Here’s a sales process example I remember from when we were looking at CRM software solutions. This sales rep, Bob, found me on LinkedIn and initiated contact. He then emailed me, saying he had a lead generation solution connecting the social media platforms to Salesforce.
Well, since we were talking about lead generation, I was more than mildly curious and agreed to meeting him. Continue reading
Prepare And Rehearse Your Opening And Close.
Yes, we’ve said preparation and rehearsal are necessary in your sales presentation. But you want to pay particular attention to your opening and your close. Continue reading