Sara Uy

The best way to put your problem solving skills to the test is to ask more questions even when you think you know the answer. The more you uncover the more you'll be able to better understand your clients. You may even uncover a challenge that they didn't even know that they had until the conversation with you. Once you have listened thoroughly about their challenges and provide a solution, they will be more inclined to trust you in the sales process as well.

The best way to manage your time across all different types of platforms are setting time blocks into your calendar. If you're a visual person like me, these will help you. It is so much easier to hold myself accountable to something when they are pre-planned and scheduled into my schedule. For an example, on a Monday, form 9-10 I'll cold call, from 10:30-11:30 I'll focus on LinkedIn outreach, from 1-2 I'll send personalized emails and so on and so fourth. I'll even put the number of touches that I want to make in the time blocks as well to make sure I accomplish them all before moving on to the next platform. However, make sure they number you set is realistic so that you don't get overwhelmed!

Some of the best ways I have recently created virtual relationships have been through online/virtual networking events. Although they can feel draining and almost like a chore, I can almost guarantee that you'll come out of them saying ''Thank god I went''. One of my biggest deals came from a relationship that I made over an online networking event and I almost didn't go! I can't imagine not at least going to 2-3 a month now! Revgenius has some great ones!

When you've put a lead or prospect through a sales cadence for two weeks straight, and they have yet to answer, this is when I would typically advice my team to send what we call ''The breakup''. It's a great sales tactic that invites the negative in the sense that, actually, maybe they don't need our survive and maybe it's ''not a priority right now''. Scientifically, when people are told that they may be feeling a certain way, they will typically get defensive and say ''actually this is a priority''. This method works all the time and is always the very last touch and sometimes the most effective touch in our cadence!

When I first got into sales, I knew it was going to be a numbers game for me since I had yet to develop the proven confidence and success that I needed in order to start working smarter and not harder. As I grew throughout my role, I noticed two things that really pushed me out of my comfort zone which were networking events and building in person relationships, and also cold calling. Both are scarily uncomfortable, however they both allowed me to develop great relationships over time that eventually lead to trusted partnerships. Over time, and the more and more times I went to an event or picked up the phone, I grew more confident. I also learned that it's not what you say but how you say it!