The first thing salespeople do when they come in every morning is check their email. Then they may make a few calls, or do a bit of prospecting, and generally get through the day until it’s time to go. Your motivation decreases as the day goes by, and you get more and more moments of either feeling overwhelmed or being at a loss for what to do next. The best salespeople, however, somehow manage to keep going without those moments. Here’s how to take a page from their book and start your day to maximize sales.
If you’re in a job that involves much outbound calling, you’ll notice that the calls blur into each other. One call follows another and each seems the same as the last. And at the end of the day the only way you know how many calls you made is by looking at the phone. Everyone gets there at one point, and it’s a perilous place to be. You see, for you it may be just another call, but for your prospect, it’s your call. It’s your chance to make an impression and to shine, and you can easily blow it by seeing it as just another call. I’d like to give you a few tips on how to bring your best to every call, and avoid this whole situation.
Salespeople often represent a company with potential clients, and as such, should have a good grasp of what makes relationships tick. Too often, however, I notice they are not as adept as they could be. In part, I think this has to do with the pressures they’re under. However, in my opinion, the main reason is the training they receive. Many methodologies are focussed around quick wins and pushing toward a close, and they often ignore the niceties that form the grease which enable the wheels of human relationships to turn.
Calling or writing to “check in” or “touch base” is extremely common and, in my opinion, a waste of time at best. It’s a call for the sake of being a call, probably because some procedure or arcane bit of sales knowledge requires it. It is necessary, certainly, to find out where your deals are, but I consider it a huge loss of potential. Instead of wasting valuable prospecting and selling time, here are my 5 follow up tips that’ll let you provide value, build your relationships, and close deals during those calls.
Patience is the most overlooked and under-appreciated skill in sales. Managers tend to push for quick results and higher executives tend to drive the managers. And that’s entirely understandable: the need for growth is the key driver of C-level executives and shareholders. This understanding, however, should not lead you to push your prospects so hard they leave. Patience, judiciously applied, is the most effective tool in closing deals. If you’re not patient, then you won’t succeed in sales.