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1) Gatekeepers - Treat dealing with them as a game and it make it much easier. Lesson: Treat gatekeeper the same way as you talking to that random person queuing for a beer on a Saturday afternoon. Light-hearted and not too serious. Your results will be better.
2) Do not try to sell on the first call. Lesson The goal of an outbound sales call is to get a dedicated 15 minutes to do a "discovery call" and discover pain that resonates. You also have to discover what their key processes are - their key customers. And how your solution impacts their little world!
3) Excited prospects do not mean automatic sales. So, you get a prospect on the phone that says you "We need this service badly". You phone them up next week and they're not interested. Why? Most likely over-ruled by a colleague. Lesson: If you get an eager prospect on the line - strike when iron is hot. Ask them "How does the buying process work in your business?" "Who else is involved in decisions like this".
4) Sales Demos - "Timid Tim" sales demos don't work. I will tell you that here and now because they do not drive the potential pain level up enough Lesson: You must paint a picture of what can happen WITHOUT your solution. You must paint of a picture of how your solutions syncs with their workflows. You paint a picture of a better place. A Powerpoint deck of generic benefits won't work.
5) Zoom should be a last resort for a discovery or demo call - Don't get lazy and think Zoom is a substitute for on-site sales presentations. Lesson: If you have the luxury of visiting their office - DO IT. You have a much higher chance of closing on-site.
6) Returning Customers does not mean automatic sales - You get a call from a customer from last year. They are really eager to go ahead "same again please" ...or so you think. I got this with a large customer this year. I assumed the sale was in the bag. The only thing different was they mentioned some other employee (with different buying criteria) was involved in the buying process this year. That should have been a massive red flag. That should have meant a NEW discovery process and a NEW sales presentation Lesson: Never assume just because a customer used your services last year that their current call will convert to a sales. Circumstances and buying criteria change in organisations.
7) Don't send a quote - This might sound counter-intuitive but it really is a waste to time sending a prospect a quotation if you have not found out their real pain. Because when you've discovered their real pain and used it in an effective presentation. They will be contacting you for the quotation.
2) Do not try to sell on the first call. Lesson The goal of an outbound sales call is to get a dedicated 15 minutes to do a "discovery call" and discover pain that resonates. You also have to discover what their key processes are - their key customers. And how your solution impacts their little world!
3) Excited prospects do not mean automatic sales. So, you get a prospect on the phone that says you "We need this service badly". You phone them up next week and they're not interested. Why? Most likely over-ruled by a colleague. Lesson: If you get an eager prospect on the line - strike when iron is hot. Ask them "How does the buying process work in your business?" "Who else is involved in decisions like this".
4) Sales Demos - "Timid Tim" sales demos don't work. I will tell you that here and now because they do not drive the potential pain level up enough Lesson: You must paint a picture of what can happen WITHOUT your solution. You must paint of a picture of how your solutions syncs with their workflows. You paint a picture of a better place. A Powerpoint deck of generic benefits won't work.
5) Zoom should be a last resort for a discovery or demo call - Don't get lazy and think Zoom is a substitute for on-site sales presentations. Lesson: If you have the luxury of visiting their office - DO IT. You have a much higher chance of closing on-site.
6) Returning Customers does not mean automatic sales - You get a call from a customer from last year. They are really eager to go ahead "same again please" ...or so you think. I got this with a large customer this year. I assumed the sale was in the bag. The only thing different was they mentioned some other employee (with different buying criteria) was involved in the buying process this year. That should have been a massive red flag. That should have meant a NEW discovery process and a NEW sales presentation Lesson: Never assume just because a customer used your services last year that their current call will convert to a sales. Circumstances and buying criteria change in organisations.
7) Don't send a quote - This might sound counter-intuitive but it really is a waste to time sending a prospect a quotation if you have not found out their real pain. Because when you've discovered their real pain and used it in an effective presentation. They will be contacting you for the quotation.
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