Prospecting can be a challenge for any salesperson, especially when you are having to cold call. The number of times that you are hung up on in one day can be overwhelming and exhausting. Rejection is never easy, but its par for the course in sales. That being said, without prospecting, sales would be impossible, so, unfortunately, it is a necessary evil. Here are some tips to help you prospect more successfully.
This expert sales interview explores:
- Prospecting, Outbound, Cold Calling
- Timing is Everything
- High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Prospecting, Outbound, and Cold Calling
These three things are more important than ever because the world is more cluttered than ever. There are so many message systems out there that unless you can really go one on one with somebody, you have little chance of succeeding. This is why outbound is more important than ever. If we truly believe in the outcome that we can help people with, or what we can deliver as a company, then you owe it to people to get in touch with them. If you are just sitting there waiting for someone to come to you, you will never be successful. Prospecting doesn’t have to be what you can’t do. There are so many tools that can help us now. Cold calling is more like informed calling, rather than an information dump. You no longer have to tell that person anything, you are engaging them. That is the biggest shift in the prospecting world.
Timing is Everything
People have said that you have to give the right message, at the right time, to the right person. Hunter argues that it’s really about asking the right QUESTION, to the right person, at the right time. When you are able to do that, it’s the sweet spot of prospecting. The right question engages the person right off the bat. Engaging a person means asking them a question that requires their opinion. Of course, this is not 100%, but you will definitely have a greater success rate if you are able to engage with the prospect.
Buyers are evolving and so should your prospecting. As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect-and they do it ALL THE TIME. “But how?” you ask, “In the age of the Internet, isn’t cold-calling dead?” Now, in his new book, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices, High-Profit Prospecting will help you: * Find better leads and qualify them quickly * Trade cold calling for informed calling * Tailor your timing and message * Leave a great voicemail * Craft compelling emails * Use social media effectively * Leverage referrals * Get past gatekeepers and open new doors * Steer clear of prospecting pitfalls * Connect with the C-Suite * And more The Internet won’t fill your sales funnel and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs in your hands. Follow its formula and start bringing in valuable new business.
To learn more about high-profit prospecting, watch the entire expert sales interview. If you would like to read Mark’s book, it is available on Amazon.
About our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.