HARDISON’S TIPS – NOVEMBER 3, 2020 – INSIDE SALES VS. OUTSIDE SALES (PT.2)
Where are all your customers located? Is it a concentrated area or is it spread out all over the place? Where are they in relation to prospects you’d like to meet?
When you take the time to do this, it is a very enlightening thing. You may find out that you haven’t penetrated a desired market nearly as much as you would like to. Maybe you’ll see that you are into an area more than you would like to be, and there are more profitable markets to pursue.
Knowing your footprint from past deals, and how it relates to where you would like to go is a vital part of managing your existing business as you seek to grow it.
With field sales software tools (such as SPOTIO), this process is automated. The whole premise of SPOTIO is to drop pins on properties located on a map so that you have a physical representation of a desired territory.
It’s much easier to actually see on a map exactly where a desired property is located rather than staring at unorganized data on a spreadsheet or even a handwritten list.
Having this level or organization at your fingertips is one of the main benefits of using field sales software.
Okay, so you have the names. Now it’s time to set appointments with them. One of the most important skills a salesperson can invest time in would be what to say, whether it be in person or on the phone, I’m a firm believer in scripting. Why? Because using a well thought out script will eliminate a robotic, bumpy, and awkward presentation that lacks a connection to the prospect.
Obviously, this will have a negative impact on your chances of closing that deal. We want the prospect to not only feel that we “got it”, but that we are the answer to their situation. What are some things that can be done to make this a better part of your overall process?
The article referenced above gives some great tips.
Make sure the presentation comes after a thorough discovery
It’s self-defeating to make a pitch when you haven’t gotten the answers to all the pertinent questions in order to MAKE that pitch to begin with.
It’s possible that you are either the perfect answer to the problem the prospect has, or that you are the last solution they need to look at – this will be determined when you ask the right questions to determine if a presentation is even warranted.
Use case studies
Many presentations can be dry, so using real-life situations where you solved the same struggle(s) that the current prospect is facing will go a long way to build your credibility in the room.
The 60-second rule
Don’t dominate the conversation. In order to maximize your chances of closing the deal, it needs to be an interactive presentation. Never talk for more than 60 seconds without an interruption. Ask for questions, etc. Pull them in.
Use feedback loops
This is how you solve the 60-second rule. Asking “Does that make sense?” or “Are we on the same page?” will prompt responses that will keep the prospect engaged.
If you lose them, stop
When/if you feel like you’re starting to lose your prospect, there is nothing wrong with just stopping and mentioning that to them, backing up and seeing where you missed it and fixing that to move forward.
END OF PART TWO