As a Leader, it probably feels like someone has taken the batteries out of your favourite toy right now?
Your team are faces on a Video Screen. Engaged when you engage them. But when you are not connected, what are they up to?
Who knows?
Truthfully only they do.
Time to set the rhythm. Beat the drum!
Commandment 6: Prospect. Prospect. Prospect.
Prospecting is the lifeblood of any sales operation and every salesperson.
However, prospecting is one of the least understood selling disciplines.
It is the task that is most often neglected. Neglected because it takes place at the beginning of a sales cycle, with the pay-out laying further down the road.
These is little or no instant gratification in prospecting.
As David H. Sandler said, “You don’t have to like prospecting. You just have to do it!”.
Take a moment to inspect your teams Prospecting attitude. Is it…?
Unsupportive?
The individual believes Prospecting is too difficult, leading to a negative outlook. As a result, they practice creative avoidance of their prospecting activities or give up too quickly.
Unrealistic?
They are too optimistic. They believe everyone is a prospect. They approach every conversation with their ‘Happy Ears’ on, hoping to get their emotional needs met. The resulting rejection convinces them to give-up too early.
Practical?
They approach Prospecting with a realistic attitude. They believe it is a qualification process, that they control. They opt for quality over quantity. They work a clear Prospecting plan.
The salesperson who says he “likes” cold calls hasn’t made any. How can anyone say they “like” a situation that produces such a high frequency of rejection?
Perhaps what they mean to say is “I don’t mind paying the price of cold calling, because it helps me reach my goals.”
Remember, they don’t have to like prospecting, they just have to do it.
Commandment 7: Nurture Referral Partnerships
Referrals convert some 70% more efficiently and effectively than cold Prospecting activities.
Surely, then, Referral Partnerships should be your teams most important connections to nurture?
Here are four other tips for getting more referrals:
• Ask more people. When was the last time you actually asked for an introduction? Often, all people need is for you to ask, to give you more referrals. Don’t forget about your friends, family, networking contacts, and business partners.
• Ask the people who say “No” too. Prospects who are not a good fit know just as many people as prospects who say “Yes.” Never miss a chance to ask them for an introduction. It might actually help them feel less bad about turning you down.
• Don’t ask for “referrals.” Ask for an introduction. People often have a hard time coming up with a name off the top of their heads. Don’t overwhelm them with a broad request. Instead, simply ask the person for an introduction to someone you should meet. It helps if you can be very specific about who would make a good introduction.
• Use LinkedIn. Whenever you have a meeting on your calendar, check their LinkedIn connections first. If there are promising prospects, ask if that person can introduce you.
I’m often heard to say; “Cold-calling is the price you pay for not getting good at getting referrals”.
Commandment 8: Use Technology to Connect > Inform > Engage
We are blessed with a plethora of technologies that enable us to connect, inform and engage suspects, prospects and clients.
In the modern age of selling Buyers also have a plethora of technologies at their fingerprints too.
• Buyers rely on technology for insights
• Buyers are blessed with choice
• Buyers can make decisions about you before you show up
• Buyers are looking for value-added partnerships
• Buyers have high expectations (they always have, and always will)
If we are not using the technologies available to us, you can rest assured they are.
Salespeople who do not embrace technology are outmoded, outdated and out.
Commandment 9: Actively engage in Account Planning
Selling to accounts is a continuous process – continuous because there’s no end to the cycle of selling to and serving accounts.
The streams of transactions over time between buying and selling organisations constitute a client journey with a distinctive itinerary along a clear roadmap, a roadmap that delivers value on an ongoing basis.
Accounts are like vast fields of dark, rich, fertile soil. You the seeds of growth in your hand.
I teach my clients to employ the RECKON system to regular Account Review meetings.
• Remember – Why we came together in the first place
• Evaluate – How are we doing? What are we doing well? How can we improve?
• Change – What’s changed in your world since we last spoke?
• Knowledge – Can I share something I learned from another Client?
• Opportunity – What can we do together next, if anything?
• Next Steps – How do we make that happen?
You can learn about RECKONing with existing clients here:
https://www.linkedin.com/pulse/what-do-you-reckon-david-davies/
Commandment 10: Have a clear Sales Process or Methodology that you follow.
Many Sales Organisations have no process or methodology.
That means they tend to wing it.
Why do some organisations resist employing a clear Sales Process or Methodology?
Most of the time it's because they believe it's ‘micromanagement’.
They’ve convinced themselves that they have hired experienced people who can work it out.
If you're looking at Process and Methodology as an inhibitor versus an enhancer, then you’re looking at it the wrong way.
Following process and methodology simply says, "What are the five or six steps that I should be doing to follow x?"
If you want to shrink your mistakes, turn to your methodology or process.
Sit down with your team. Ask them, "Over the last six months what were the areas that you felt like we could have done a better job training you?
They'll tell you in two seconds.
Sit down with your team every six months. Update your process and methodologies. Keep it short. Keep it simple. Keep it sweet. Therefore, it will be productive.
You don’t have to choose Sandler as your Process and Methodology.
I believe Sandler Selling is the best approach available in the marketplace today, but I am of course, biased.
You do have to choose a Process and Methodology and stick to it.
‘Winging it!’ won’t work!
I hope these 5 commandments help you through this period of ‘Business Unusual’ and keep striving to find results rather than listening to excuses.
If you missed the 1st 5 commandments you can find them here:
https://www.thamesvalley.sandler.com/blog/powering_up_10_commandments_tough_selling
Keep well. Keep selling.
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