3 things that most salespeople can change to dramatically improve results.
I wish I had a pound every time someone told me that they were frustrated by the lack of conversion from their pipeline of prospective buyers.
The truth is, that most salespeople, suffer from 3 challenges that they could address, and that would lead to better conversion, more deals and greater revenues.
1/ Customer conversations, even the outstanding ones, grind to a halt.
2/ Deals get stuck in pipeline.
3/ You are not talking to the decision-makers directly.
To address these issues you must first be aware of them.
To overcome them, it's important that you adopt a strategy right from the off, that satisfies the following criteria:
1/ Approach the prospective customer as if you were their trusted advisor. This requires a change in style and tone. You have to be consultative in your approach.
2/ Own and control the process. Always agree with the prospect on the next course of action, and schedule in the next call or meeting during the meeting, as a golden rule that should never be broken.
3/ Push for an in-person meeting with all interested prospect decision makers, where the sale value justifies it. (i.e. Don't travel 250 miles to a meeting, where the sales value is £100). Again establish that this is your standard process right from the start. Follow-up meetings in person are 3 times more likely to close (or at the very least, get on a video call with the decision maker present).
Follow these 3 steps and you will close more deals and at higher revenues.
Now, if you need more meetings to apply these tactics to, book in a meeting with me using the calendly link below.
Mark
Enterprise Account Executive at Saia Inc.
6moSo sorry to read this... I knew Tony and his brother Ted. RIP Tony and if you read this Ted, I'm so sorry for your loss. Murph and I still get together from time to time... All my best Burbach Family --- you'll always be the best Basketball players to come out of Iowa to me...