Closing Techniques Tips - I’m Calling Shenanigans on Closing Techniques Part 2
By Eric Young, Director of Sales & Sales Trainer.- Use your 3 x 3 research to understand your prospect’s business and their unique challenges.
- Be able to answer the question "Why are you calling me now?” An acceptable answer to this question is NOT “a task popped up in salesforce.com."
- Make your messaging all about your prospect (especially early in the sales process). Your prospects don’t care about you and your products until you help them realize that they have a specific need that you can help them solve.
- Avoid talking about yourself (“At Vorsight, we are so great because we do X, Y, and Z”). Use Client Voice to make your messaging relevant to them (We have worked with a lot of Heads of Sales at companies just like yours and what they have told us is…). Remember, as Dave Fitzgerald at BrainShark said, “Executives HATE talking to salespeople. They LOVE talking to other executives.”
- Have an effective, professionally persistent contact plan that you stick to and follows the Four Golden Rules for Email/VM.
- Finally, have an effective process in place and do the right things day in and day out. Show your prospects you have a brain in your head and you are a peer to them. They will treat you accordingly.
- Most importantly, please for the love of God, don’t be this guy:
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Posted by on 11/01 at 09:19 AM
