Maintain the quality of your leads and make sure your pitch is flawless, and sales will come quickly. Are you wondering if you should opt for a sales prospecting tool or integrated service? Check out our guide to learn how the Sopro team combines automation and collaboration to deliver a full range of prospecting solutions managed by experts from day one. Watch Your Sales Grow Learn how Sopro has helped hundreds of businesses grow their sales. We work hard so that you can be the best you can be. Watch Now You can’t deliver the perfect solution if you don’t take the trouble to identify the problem. That’s obvious. But investigating what problems are getting in the way of solving the problem is a step that’s often overlooked. Enter the Needs Test The “needs” test is the litmus test of every pitch. If the needs can’t be met, your pitch has no basis — no matter how brilliant and convincing your pitch may be. And, as we’ve seen, those needs extend beyond the immediate problem to encompass all the factors that get in the way of meeting those needs. Pulling the Rug If a pitch isn’t firmly built on a solid foundation of prospect needs, it’s like standing on a flimsy rug that could be pulled aw
ay at any moment. But how do you assess your prospect’s brazil mobile phone number list needs? Here’s how to get out of that hole and feel the solid foundation you need to sign that deal. 1. The 3:1 Rule By the time a prospect enters your workflow, there’s already quite a bit of information about them piled up in your CMS. Go through it all and follow up on any interesting insights that may have been uncovered. A good rule of thumb for your first sales call is 3:1. You should give yourself three times as much research time as you would have spent on your first interaction. Use your time wisely and you should be able to dig into the existing information to satisfy your prospect’s core needs. 2. of your sandwich just because you’ve committed to a ten-minute introductory call. Take the conversation slowly, using a relaxed tone and open-ended questions to learn as much as you c
an about your prospect. The goal is to encourage them to talk. To do this, they need to be fully trusted. Showing that you understand their problem helps them settle in. But make sure your understanding matches any nuance they wish to add, which both deepens your insight and helps them feel more at ease in the conversation. Sudden excited tones and forced expressions of interest will only turn off prospects. Avoid the trap of trying too hard – keep your tone and language polite and gentle. 3. The Plumb Rule These initial open-ended questions will help you start to probe deeper. Once you’ve gained trust and established rapport, you should start to dig deeper to determine if there are any issues behind the pain points you initially raised. Here’s a very useful phrase that applies to most situations: “What is the reason that |the company| is now concerned about |the thing you mentioned|?” Many times, the root of the problem is hidden behind the symptoms that initially surfaced. If it helps to position yourself as Freud and delve into the images in your reported dreams to understand their true meaning, then go ahead and indulge your fantasies. But be sure to avoid pulling out the recliner, initiating a game of word association, or speaking in an Austrian accent (unless you are Austrian, of course).