Video Transcript
We didn’t realize it at the time but we had a secret sauce it’s all in the tactics, techniques and things like that. Before the initial part of sales process, what we are going to be talking about here is exclusively prospecting.
This is the research done at the representative level, they said, “Ok forget about management, forget about marketing, and forget about all of these people.” You are the representative that are actually generating business, getting on the phone and doing these sorts of things. What’s your best source of opportunity? Outbound prospecting blew away the next closest to the website, so for all of those people that think cold calling, warm calling and those types of things are dead it’s just not the case.
You have to think about your buyer in terms of what two categories they fall into, is your buyer a clock watcher or is your buyer the mover and shaker. Based on that it will dictate you time, time management for each person is important. So think about the call windows for the people your representatives a year are calling to in person.
You have to think about professional persistence and everyone knows that persistence and tenancy are good traits, but what is the line? Where is it too much?
What are they actually objecting to here in this part of the sales process? It’s not you, they don’t know you. It’s not your business, they are just objecting to the experience of being called, that’s fundamentally what every objection needs no time, no money, I’ve got another vendor, or we aren’t interested. All of those just mean I don’t feel like being called. What we really have to overcome here is the experience.
We are really passionate about the first part of the sales process that’s what we care about, that’s what we build our business on. And we would love to be able to help you with anything.
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