Cold calling doesn’t come naturally to everyone and can be daunting for some. It’s important that you’re in the right mindset before you start your cold calling process. Here are a couple tips and tricks to help you feel confident and prepared when you’re on the phone!
There are 3.5 Mission Critical Priorities, also known as MCPs, that all companies need to achieve in some capacity. As a sales professional, your job is to show your prospects how your solution will directly help achieve one or more of these priorities.
The art of sales goes far beyond the features and price you offer. When you begin your productive conversation with a prospect, your goal is to gather key information, interrupt their current way of doing business that’s not working, and help them transition to a better way of doing business.
Throughout sales meetings and presentations, your audience will be reading your body language and making decisions about whether or not to trust you, whether or not you have their best interests in mind, and whether or not you’re going to follow through on your promises. Learn from our CEO, Ben Hippeli about implementing the Navy Seals’ 4 Pillars of Mental Toughness in your next sales pitch.
If you’re seeing a pattern of the same objections coming up over and over again, it’s likely this pattern is stemming from 1 or 2 common problems: 1) weaknesses in your solution or 2) weaknesses in your sales presentation. On the brightside, you can address both of these problems with these steps.
Sometimes your prospect isn’t ready to close the sale. When that happens, you can find ways to advance the sale and keep the prospect engaged. The next time you meet with your prospect, you have to have a clear objective If not, as Yogi Berra once said, if you don’t know where you’re going, you’ll end up somewhere else.
One of the most powerful ways to develop deep trust with prospect is to bring value to the relationship through various types of expertise. To emphasize how important expertise-based trust is in a relationship, consider the old saying, the proof is in the pudding is in the eating… commonly known as the proof is in the pudding.
One thing that almost every sales person has experienced is a prospect ghosting them without explanation. Don’t feel discouraged when this happens to you. Our CEO, Ben Hippeli, goes into the details on why your prospect may be ghosting you and how you can prevent that.