Let me start by asking you a question: Are you just another sales rep?
Most salespeople today have a presentation-based approach. It's not necessarily their fault. Traditionally, companies tend to train salespeople on the products and/or services to be sold. The features, advantages, benefits, enhancements, etc. A salesperson can recite all of these by heart.
Sales representatives then develop bad reflexes, because they see that the added value they offer is inevitably linked to the product, when actually this is not true. The value you bring to the customer is a solution to their problems.
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Do you have difficulty qualifying enough sales opportunities that turn into revenue? Stop qualifying them, and start disqualifying them instead!
It is a change of mindset, but this vision follows the logic and shape of the sales funnel.
This may seem strange, but when you start from the negative, you have a positive attitude right away. We often talk about the qualification stage, when in reality, we should talk about the stage of disqualifying potential customers.
Do you know how to use LinkedIn Sales Navigator to prospect?
For a long time, like you, I used to cold call to reach decision-makers like vice-presidents and CEOs. As you know, these people are tough to get on the phone so it requires considerable effort and produces very mixed results.
To drastically increase my chances of getting in touch with them, I needed a solution. Linkedin' Sales Navigator has been my tool of choice since 2015. It's used not only to target and communicate with prospects but also to get real appointments.
Two weeks ago, I received a prospecting call to sell me video marketing services. The call was representative of most cold calls made today.
I don't know if my interlocutor knew that Prima Resource is a sales consulting firm, but in any case, I'll use our conversation to deconstruct cold calling the techniques still used. It so happens that I used this conversation as an example, but any other would have revealed the same shortcomings.
Given that decision makers are increasingly difficult to reach, you need to make sure you're as efficient as possible when you do get the chance to talk to them. Use this deconstruction, as well as the tips on how to change your approach as a way to improve.