four tips to energy Up Prospecting in 2015: #three: Sharpen Your Story!

March 27, 2015

within the 2015 virtual gross sales Kickoff earlier this 12 months, I had the pleasure of listening to for the primary time, Mike Weinberg—gross sales show, marketing consultant, and writer of the book New gross sales. Simplified.: The crucial handbook for Prospecting and New trade development. It was a stellar presentation. so much in order that I requested him if I may share his “four tricks to energy Up Prospecting in 2015” with my audience. that is the third installment of a four phase sequence.

Tip 3: Sharpen your story by means of crafting a compelling message.

Mike isn’t one to mince phrases. He comes proper out and says the exhausting truth: “you’re an interruption.” Ouch. but, he’s proper. when you’re prospecting, you might be basically interrupting any person’s day—which is why you higher have something the prospect wants to listen to proper off the bat.

A compelling message is a gross sales rep’s most useful weapon. the problem is that they frequently prove speaking more about their company and choices than in regards to the prospect and their wants.

here’s any other hard actuality: no one cares. no one cares what you think about your organization, product or service. no one is sitting around idly, ready for a potential provider to call them.

the underside line, Mike says: “It’s now not what you do; it’s what you do for them.” It doesn’t get any more effective than that. (and i couldn’t agree extra.)

the beauty of Mike is he by no means leaves you putting. now and again the reality stings, but he at all times follows up with sensible utility. In chapter 8 of his book, he offers a blueprint for framing and sharpening your gross sales story. one of the most necessary steps is to begin creating a listing of consumer issues your company has successfully addressed. The listing should include:

purchaser pains you’ve removed
client issues you’ve solved
alternatives you’ve helped clients seize
exact results you’ve carried out to your shoppers

From that list, Mike says to craft a “playbook” with brief and sweet speaking factors that you may spit out in the first few seconds of a dialog.

Don’t be like each other sales call your prospect receives. To get their consideration, lead off with what you are able to do for them. Make them happy you interrupted.

coming up next: Tip #4 Reconcile Relationship with the phone

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