Three Steps To Ramp Up Qualified Appointments And Your Sales


By Solomon Thimothy, who’s on a mission to help as many entrepreneurs start and scale their businesses. Connect with him at Thimothy.com. | President of OneIMS

Have you ever noticed that there are dozens of different sales methods and techniques?

From Challenger Sales to solutions sales to the Sandler sales methods, it can make your head spin if you are a new salesperson trying to figure out what works for you.

That is why I want to dedicate this piece to laying out a very simple method that gets back to the basics of selling. No fancy terminology, no eight-step triangles or psychological methods. Instead, let’s execute a three-step plan that is direct. Because sometimes simplicity just works.

Step 1: Warm Up

Like any competitive sports game, you’re not going to show up on the field two minutes before the ref blows his whistle. No, you’ll be there at least 20 minutes beforehand studying your plays (or material) and your opponent (or prospect) and conversing with teammates (or salespeople).

What exactly does properly preparing for a sales call look like?

Before you think about getting on the call, you should spend adequate time getting to know your target market. Too many people answer that question with such vague parameters. They say that their target market is someone who sees the value in their company. They may go as far as describing their demographics, but that’s still not as descriptive enough.

Before you can sell anything, you’ll want to know everything about your target audience. What do they desire? What keeps them up at night? What problems do they have that you can solve? Get crystal clear about it. This way, between the small-talk and banter, you know what the important discussion piece will be.

In addition, when your target audience is crystal clear, you don’t waste countless hours trying to sell to people who aren’t qualified.

Step 2: Practice

Now that you know your target audience, it’s time to perfect how you’ll go about the sales process.

Get a clear idea of exactly how you’ll discuss their problems. You won’t want to go directly at them, but you’ll want to find a way to open up the conversation so they feel very comfortable sharing their pain points.

Next, you’ll want to find a smart way to explain to the prospect how you can solve their problem. How will you use past examples and authenticity to get them to believe you can truly help them overcome their problem to get to a better future?

What this all means is one thing: you’ll want to have a script. While nobody wants to sound phony, we have to be honest and say that scripts do work. Even if you don’t follow it tit for tat, it gives you an outline of what to fall back on. A great example is when your prospect comes up with objections. You should clearly write out how you can overcome each one and be prepared with a script.

Step 3: Execute

While this seems obvious, I can’t tell you how many salespeople get their prospects 80% across the line and then give up without knowing if that customer would have closed or not. If you’re going to spend all the time creating content and having sales calls, make sure you are prepared to set a date and time to have the sales call, and when it happens, ask for the sale.

Another tactic I like to give our salespeople to help them avoid becoming too overwhelmed is to divide their prospects into lists and work from there. For example, your “A” list may be the goal customers. They are most likely to convert, or they may even be the highest spenders. You’ll want to save these sales calls for last or for when you’ve had enough practice. Your “B” list might be good opportunities that may or may not close but should be executed when you feel like you’ve had some practice and have a better feel for the flow of sales calls. Lastly, your “C” list might make up customers who are not likely to convert but will still be great opportunities to practice your pitch and have a low-pressure sales conversation.

There’s No Secret Method Other Than Practice And Progression

At the end of the day, a sales call is a conversation between someone who has a problem and someone who believes they can solve it. Don’t overcomplicate your process, but don’t get overly confident that you can just wing it. Sales do take practice, reflection and monitoring of what works.

Know your customer, practice for all scenarios and execute until you get it right.



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