Tuesday, October 14, 2014
The 3 Sales Prospecting Errors One Must Stop Committing Today!
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The 1st impressions
are everything when it comes to sales. If any sales rep fails to begin with a right
pitch to the appropriate person at right time, he is likely to lose the deal. Hence,
when it comes to selling the right way, right sales prospecting is one of the crucial
aspects.
As per my experience, many reps
ignore this important aspect of the right sales prospecting approach. As a
result, they fail to understand who is a good lead, what should they talk and when
should the prospects be contacted.
Further you’ll learn to overcome
the 3 most flagrant sales prospecting errors which are also easily fixable.
1. Pitch not the decision maker
but other influencers-
Many sales reps attempt to find
the decision maker at the respective company through their job titles. Once acquired
all the contact information, assuming the person to be the contract signer, the
reps communicate with him/her through call or email.
However, what do you do when
there’s no revert? You’ve already pitched your brand to a potential valuable
client but now you have nowhere to go!
Therefore, I suggest sales
reps to avoid searching the decision maker while at 1st attempt of
sales prospecting. Instead, reach out to other horde of influential people in the
company. Ask for referrals towards the person you ultimately want to meet. This
strategy is likely to be successful as there are greater chances the decision
maker will consider your pitch!
2. Concentrating on
short-and-quick fixes doesn’t work-
When it comes to sales
prospecting, many sales representatives think it’s all about uncovering the buyer’s
pain points and explaining how your service or product will help. Before you
buy that, consider the following illustration-
It’s the wedding of a man’s daughter’s.
The man however faces a blown tire while driving his car to the wedding. Seeing
another driver walk towards him the man feels fortunate. However, there’s a
paradigm shift when the other driver utters the following solution-
“Hey, you need a tire it
seems” says the driver.
“No! I need a ride not a
tire!” the father replies, frustratingly…
You see that? It points out
a very important difference in selling remedies for certain pain points (tires)
Vs. providing a well-thought and comprehensive solution! (Ride to the
daughter’s wedding).
Hence, sales reps should not
concentrate on short-and-quick fixes. However, you must listen to the buyer’s concerns
carefully and then provide a comprehensive solution!
3. Don’t act desperate!
Following up is a vital aspect
of sales prospecting. Many sales reps claim of being persistent without
pestering. However, many do not end up being either.
Illustration-
The wrong approach-
A sales rep ‘A’ has got 5
touches to spread across a month. He chooses the too-early-too-many-times
approach and blasts the prospect at several times trying to get attention
within short time. He spends his first 2 touch points on the very first day
followed by sending 1 message each of the following three weeks.
The right approach-
Sales rep ‘B’ spends only 1
touch on the first day followed by the 2nd after two couple weeks. He
then spends the 3rd one during the month’s last week. The remaining 2
is spent on the last 2 days of the month.
In this way, you should patiently
wait for first few weeks and gradually ramp up, not other way around!
Want to learn more about effective
prospecting and selling techniques? Come to my seminar on “Effective selling
techniques” and become a sales superstar! It’s going to be held in Mumbai,
Bangalore and New Delhi. Hope to see you there | Know
more
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Great Blog! This post gives a better idea. Thanks for the useful information. I hope you will share some more content. Please keep sharing! car sales prospecting
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