Sales Doctor
Sales Doctor
MY DIRTY LITTLE SECRET
Learn the dirty little secret and how to overcome. Some salespeople dislike prospecting the first step in the sells process. Some say it's the most difficult step.
In sales, we're always looking for the next lead. Some salespeople don't like it because they're looking for a person that can make a decision. They have the money and they need the product. But now what do you call them Welcome to the Sales Doctor? I'm your host, Dr. Nate Brooks and the sales doctor is about the process of selling. And how t o put more money in your pocket. In this episode, we're talking about your potential buyers or someone we call the prospect. I would love to tell you how great I am in sales, but I have a dirty little secret. A nd my dirty little secret is this. I have a great fear of prospecting. Now I had to learn to overcome this fear. How did I overcome it? I will call the prospects and ask them questions. W ell, on this particular day, all I heard was the word. No, no to this, no to that. So I hang the phone up and I'm sitting there when the top sales guy comes out, he says, Nate, you look a little frustrated. Is everything okay? I said, n ot really. You see right now, I'm hearing a bunch of nos. And you know, what is really frustrating me. He said to my response, he a, well, what are you doing to cause the nos? I said, what am I doing? I'm making phone calls to set the appointment. He says, Nate, look, have you ever heard of something called cause and effect? And I said, yes. He said, well, what are you saying? That's causing them to say no. I said, well, you mean that they're responding based on what I'm saying. He said, yes. He says, what are you saying to the prospect? And I said, well, what I'm saying is that I would love to come and talk to them about this. And I would like to do this. He said, well, Nate, look, he said that the prospect does not care about your product, service or what you would love or like to do. He said their only concern is about them. How relevant is it that you can solve their problems? Now, if you can solve their problems in this, then they would give up their time to help you come in so you can help them solve their problems. He said, Nate, look, you have to change your message so that you can lower the resistance and the objections and pull down the wall so you can open your door.
Speaker 2:Yes. So what gets prospecting
Speaker 1:Well prospecting is the first step in the sales process, which consists of identifying your potential buyers or customers also known as prospects. The goal of prospecting is to develop a database or a list of customers that you can systematically communicate with them in hopes of converting them from potential customers to a current buyer, many sales reps, and admit that they found prospecting the most difficult part of the sales process. But I will say this when done correctly, prospecting is the fastest way to increase conversions and putting more money in your pocket. Moving forward into the day. I have read an article that said that 60% of people or friends. Social media is called word of mouth. Use that for their decision in buying a product. 49% of customers always read the references. Also 47% will read analyst report recommendations and 44% will read the media articles to make a decision with that being said, 57% of the sales process is already done. Before you arrive. An experienced sales person can expect to spend 7.5 hours of cold calling or qualifying the person to make the appointment. That's what Baylor university has stated, which means that you should have a customer profile. Also known as a persona. I remember seeing a movie called The Mechanic with Charles Bronson. And in this movie, it was a movie about a Hitman, but how he would go on in profile his clients before he made his attack, he'd find out different information about them, what they do, where they live, how they drank their coffee, how they walked talked. I have a question for you. Are you the Mechanic? Have you made a profile or a persona about your clients? Do you know their challenges, who they are, their name, their age, how they make buying decisions? When they made the last buying decision, why they left this particular company? Have you done your homework? If you haven't done your homework, you won't be good at prospecting. So what can you do to become a better prospector? Well, number one, sales prospecting is an ongoing process. It's not a onetime and done thing. You have to do it over and over again. Use block time to prospect daily. This way you can do it all the time over and over. Understand that prospecting is not about quantity. It's about quality. If you have a lot of leads that may not be the best thing, but if you create an ideal prospect profile, you may be better off. It's been stated that 50% of a company's budget is wasted on unqualified prospecting leads. So make a better quality prospect, ideal prospect and learn how to use it to your advantage. Next, warm up your calls. Many times when you're prospecting, the prospect wants to know really one thing what's to price. And how much is it going to cost? But now if you begin to talk about the transaction, the relationship, the information, going to provide them to help solve their problems and also look for solutions or trends, and also prove how you can solve their problems. They'll give you the appointment. Next, use a script when calling always use preparation as the key. Research before you call understand their pain points, use social media to find out, always answer the question who you are, what your company is and why you are calling. A telephone call is an interruption. They don't know who you are, but they do want to know one thing. They don't want to be tricked, manipulated, or interrupted. Show them that you're very respectful as far as the salesperson and be truthful and relevant and very much to the point. Lets face it prospecting game has changed two thirds of all sales reps don't follow a per sales process. 45%, almost half of the prospects admit they wanted to evaluate their needs. And look at solution. Before they met the sales, meet person. In recapping. I spoke about my dirty little secret, which is prospecting, the things I did that were wrong in prospecting. How many people make a decision based on word of mouth? Also they began to look at references more than anything else, and they read the media to make better decision. Also we spoke about the potential buyer. It's 57% through the sales process before the salesperson even arrives. Here's a bonus for you. In putting together a script for a telephone prospecting. Use this simple process. First, get the attention next, identify yourself and your company. Tell them what you want, bridge to because, and then ask for what you want. In today's selling environment, sales leaders, 51% of them now have focused on increasing customer retention. You see, they know it takes five times more to get a new prospect versus keeping the old prospect. So they want deeper relationships work on retention, keeping the ones you have for a longer periods of time. If you would like more information about the Sales Doctor, about our sales classes, our sales coaching, you can go to our website, brooksresult.com that's brooksresult.com. Make an appointment there, or you can contact me nate@brooksresult.com. As always stay on top because you certainly deserve it.