Learn more about business with this collection
Effective communication
Persuasion techniques
Closing a sale
Keep the conversation moving
It's not about closing the deal but about closing every step of the deal.
- Obsess over the next step. End the conversation with a question. "Can we connect for five minutes after you've taken a look?"
- Advance but qualify. Prospecting is about moving forward. Don't over-focus on a deal that won't be worth it. Ask at every stage if the prospect is still a fit.
- Selling is a team sport. You won't have all the answers and need to lean on those who give you the information you need.
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MORE IDEAS ON THIS
How to approach a new sales prospect
We need to study prospects and be relevant when we reach out to them.
Steps to find an authentic common ground that gives traction to the relationship:
- Lean on customer relationship management (CRM). CRM technology helps to keep all your inter...
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The stages of the sale prospecting process
The sales process moves from cold leads → to warm opportunities → to hot deals. Prospecting is what happens in-between.
- Sales and marketing source leads. Leads are unqualified prospects and come from marketing or sales.
- Sales qualify leads into pro...
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How to qualify a sales prospect
Questions to help you qualify a prospect:
Is this the right person?
- Does the prospect match your ideal customer profile?
- Are they interested in your product?
- Can they influence the deal or even decide to purchase?
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How to find new sales prospects
- Follow the prospect before you connect with them.
- Find them in groups. Join and engage in groups where your prospect is active.
- Hype them up. Follow the prospect's activity and help to up engagement.
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Sales prospecting
Prospects, or potential customers, are the fuel for the sales pipeline. Every prospect represents a possible sale, making it important to grow your base of prospects.
Prospecting is used to expand the size of the p...
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Moving sales prospects to the next stage in the sales cycle
You won't get far with prospects by repeating the same general information on your company's website.
To go deep with them, you'll need to learn their accent and become knowledgeable about their lives at work. Learn about specific industry trends, their companies and their lives.
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IDEAS CURATED BY
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Design A Strategic Plan To Keep Everyone On The Same Page
The One-Page Strategic Plan is a framework that will help your company visualize and achieve its goals.
There are a number of questions you’ll need to answer when designing your own OPSP: Who is responsible for each step? What is your number one priority for the next year? ...
The Third Pass: Virtually re-implement the paper
Duration: Can take up to 4-5 hours if you're a beginner(you should carefully consider if this step is worth your time).
Activity:
- Read the paper in its entirety and question every detail.
- Make the same assumptions as the authors and re-create the work from scratch. You ...
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