four tricks to energy Up Prospecting in 2015 #four: Use the phone!
Dan McDadeMarch 27, 2015
here we’re at the fourth and closing installment of the sequence, four tricks to power Up Prospecting in 2015, from Mike Weinberg’s presentation on the 2015 virtual sales Kickoff. His final tip is a passionate plea calling all gross sales reps to return to the telephone.
Tip 4 – Reconcile your relationship with the telephone.
Let’s face it. the telephone has misplaced its luster. terrible Alexander Graham Bell is almost certainly turning over in his grave. as soon as the belle (excuse the pun) of the ball, most telephones now sit as props—gathering mud—left out, abused and disparaged. No surprise individuals say it no longer works—that is, with the exception of for Mike (and me). he is nonetheless an enormous fan and attributes so much of his success early on in his career to the phone.
Mike firmly believes, as do I, that the telephone is basically essential to successful sales prospecting. the issue is we’ve misplaced our skills. The longer we preserve the phone on the again burner, the less apply we have now. And the less practice we have, naturally, the more our skilled phone abilities suffer.
So, in closing this series, I’d wish to share Mike’s tips on the right way to commence restoring your relationship with the phone and for this reason support your prospecting calls.
1) Be clear about your function: Your first and most necessary goal is to stable your next step, which is a discovery conversation. this may occasionally require laser center of attention, because the temptation will also be to start out over-qualifying the prospect in the warmth of the moment. There will probably be a time for that in future conversations.
2) Get to the problem: address your prospect’s concerns AS quickly AS imaginable. keep away from the tendency to begin speaking about yourself, your company, etc. Use “shopper addressed” talking factors to position your self, lower their resistance and maintain them engaged in the dialog.
3) prepare for resistance: Resistance is inevitable—so be ready for it. Mike recommends that you just plan to ask at the least three times for your next step. keep in mind the primary “no” shall be automated. it’ll be their natural response as a result of no one is searching for any other meeting. if truth be told acknowledge their objections. allow them to see you take note. guarantee them that even supposing there’s no next step for you, they’ve the chance to return out of it with new ideas and better options. there are plenty of how to promise price and be chronic whereas final utterly professional.
4) embrace voicemail: It’s time to start out altering our minds and attitudes concerning voicemail. It’s a fact of life. predict it. Mike says to use it as a possibility to go away “value nuggets”—brief, centered messages about the prospect’s wants, now not your product. another the most important piece of recommendation he shares is to take a look at to leave every voicemail as if it’s handiest the first in a sequence of voicemails over a finite time period. people infrequently return first voicemails, and sadly most sales reps cease calling after their first (unanswered) call. Persistence and resilience, when achieved professionally, will earn you admire—and expectantly steady the next step.
i hope you’ve found these tips as helpful as i’ve. I in fact preferred his direct, no-nonsense manner and the sensible application he shared. There’s no doubting his passion, enthusiasm and expertise so far as prospecting and new business construction is worried.
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