Salespeople are only as effective as their ability to connect with their prospects and customers. If you are working to enhance the skills and approach of your current team, or seeking to add new hires, here are four habits everyone on your team should possess:
View from the customer’s perspective
Your salespeople learn about your company’s solutions from you, their team members and their internal training. This is important, but this information generally focuses on the features and benefits of your products; what your company can provide and what you can do, rather than what that means to your customer.
It is essential to be able to understand the customer’s problem, the impact on your customer of solving or not solving that problem, and what your products (or services) can mean to them. The ability to step back and look through the customer’s lens has a dramatic impact on the quality of the customer relationships and trust your reps can build, and ultimately, on the results they will produce.
Prospecting skills to build a pipeline
Prospecting for new business, and knowing how to do so effectively can mean the difference between success and failure. The top reps devote a significant amount of time making sure that they have a robust pipeline that will continue to support their goals. Their time is valuable. To ensure they make that time as productive as possible and reach the right decision makers, your team needs to have a proven, consistent prospecting process with measurements that drive the quality and quantity of their efforts. If you would like to learn how to double (or more) the amount of appointments your reps are getting with the right people, we can help.
Never miss a chance to ask for a referral
Your sales team knows how valuable referrals are. Whether your reps are working within a company on prospecting efforts or talking with current clients, unfortunately, most don’t make it a habit to actively ask for referrals. Some are unsure how to even ask, some don’t want to look desperate for business, some just don’t even think about it.Encourage your team to consistently ask for referrals, and that includes friends, business associates, new acquaintances and vendors as well.
Knowing that “no answer” does not mean “no”
All too often a sales rep leaves a presentation without specific next step agreements or sends a proposal and hopes the prospective client will call back. And, when they don’t hear from them, they assume there isn’t any interest, and they fail to make a follow up call. It is true that “no” means “no.” No answer, on the other hand may mean your prospect has questions, hasn’t been able to speak with other decision makers, or is just busy with the next pressing issue. The passing of time and lack of follow up are deal killers. If your reps aren’t proactive, you’re losing sales.
Want to continue the discussion and learn how to double or triple those first conversations with the right people? Contact us today.