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HARDISON’S TIPS – MAY 13, 2021 – PHONE SALES SKILLS (PART FOUR)

HARDISON’S TIPS – MAY 13, 2021 – PHONE SALES SKILLS (PART FOUR)

2. Research, Research, Research!

Similar to calling at the same time, a big phone sales mistake I see too often is calling without the proper research. (Actually, this applies to cold calling and emailing.) When you fail to research your prospect, you are likely going to be pushed off for one of two reasons.

First, without research into who your target is and what they do, you can’t deliver value.

Not doing proper research into the prospect communicates that you don’t care about them — you only care about what you can get from them.

Even the smallest efforts are appreciated. Let’s say you reach out to a prospect and lead with a recent achievement — say, an event, award, or project they were involved with. They will appreciate the time you took to discover this.

Also, people love nothing more than to talk about themselves and their achievements, so you will be able to scratch that itch as well.

Second, until you do some real research, you can’t prescribe the right product/solution.

How do you know your product or service will benefit the prospect if you haven’t researched them? More often than not, a prospect will sniff this out because you will go right into your pitch without referencing anything that pertains to their company.

How do you do effective research?

A few of great tools and tactics I use daily for research include:

Discover.org – This is a great place to not only find company/contact information, but also the current technologies a company is using. This is especially useful if you’re in SaaS sales.

Crystal Knows – I learned about this at a previous career stop and have used it ever since. It’s a fun tool to get to know the personality of your prospects. All you have to do is create a profile and use a Google Chrome extension (along with Crystal’s Personality AI) to gain access to a wealth of knowledge that was once hard to figure out without a lot of previous outreach.

Company Websites – Simply reviewing the company website is a simple research technique that doesn’t require a subscription or tool. You can gain access to key people, read recent articles, learn about awards, and more. You’ll be amazed at what you can learn just by browsing their main pages and scrolling through their blog.

Take the time and get to know your prospects. They will thank you for it!

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. ShopSmartAutos.com took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit RichieBelloBlogs.com. https://www.itworld.com/article/2783373/gm-warns-dealers-about-working-with-pure-play-online-auto-sellers.html

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