Would you agree that some prospects are more
valuable than others? You can easily waste time and
effort on the wrong prospect. They are easy to
recognize, they are usually easy to get hold of, have
lots of time to see you and tend to avoid making
decisions. Your activity should be prioritized according to a ‘contact
value’ system you have set up.
Write down the six main types of roles that you prospect to and then
put them in order according to their authority to make independent
YES decisions (everyone can make NO decisions). This means that
they have the power to decide without consulting others. The further
down the ‘food chain’ the less YES power they will have. Once you
have them in order allocate a point value for each position. Below is a
sample prospecting value system. Yours will be slightly different
according to industry / service.
M Director / Owner / CEO – 12
Line Manager / Head of Dept – 9
Senior Influencer – 8
Centralised Manager – 6
Other Director – 4
Company Contact – 2
This is an excerpt from ‘The World’s best Sales Tips’ by Ciaran
Find out more about how Strike Force Sales can help you with prioritizing your prospects by visiting our website: www.strikeforcesales.com.au
Large numbers of sales people make the error of trying to sell to everyone who seems interested rather than someone who has a real and present need. Think about this scenario, a sales rep picks up an incoming call and starts dealing with an inquiry from a fact-finding shopper. Thinking he has a ‘hot’ prospect he tries every which way and eventually persuades the caller to agree to an appointment where he can present his full range.
The rep is keen to do this because he has a quota of field sales calls to make and although this is a bit out of his way, every call counts. Ask yourself; is this a good use of sales time, energy and resources?
Almost certainly not. Worse still, the prospect may stay on the ‘maybe’ list for months, with lots of follow up calls and sales activity reports, but NO real sale.
The real sales champions detect and qualify who the REAL buyers are and manage / prioritize their time accordingly. Their technique and ability to engage etc can be exactly the same as ordinary performers, yet because they qualify EARLY they enjoy substantially larger sales success. Take a look at your next ‘opportunity’ is it real or is it just an opportunity for you to lose money?
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For most of us in sales, leaving messages on voice mail is a way of life. If you are trying to reach decision makers, (their time is valuable) you need to leave a message which gives them a REASON to call you back. A lot of the work that you put into creating a great opening statement (see page 1) can really help here. Here are a few tips for leaving an effective voicemail.
Make sure that you leave your phone number at the beginning and end of the message, you cannot be sure that your prospect will go back to the start to listen again to your pitch. Also, think of what you can say that will make them want to call you back as soon as they hear the message.
You have to make sure your tone is confident, well paced and has authority. The easiest way to do this is to start recording yourself. I have not met many executives who liked the way they sound, but that’s the reality of how you sound to prospects. Having done that, you can begin to start changing and controlling your tone for the better.
One more thing, try this; if you are leaving a voice mail message, flip the phone over and speak into the mouthpiece as if it were a microphone in your hand, you will be surprised at how much better you will sound.