- It’s what your customer believes
You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t stand a chance. Take the time to engage with the customer.
Ask them sales related questions and let them tell you their wants and needs. Listen to your customers. Yes, many times they don’t know what their needs are and you’ll have to guide them, but in the end, if they don’t believe it, you don’t have a chance.
- One should do prospecting either daily or weekly
Too many salespeople find themselves spending far too much time doing everything else but prospecting. If you don’t schedule it and hold yourself accountable, you won’t do it. Sales professionals need dedicated prospecting time.
- Have A Distinct Point Of View
A unique point of view is a deliberate approach to changing your customer conversations in a way that puts you in the position of sharing useful insights. It helps your customer see around the corner at what challenges are headed his way and provides him with a way out.
- Need to create A Context That Makes Your Prospects Care
Too many salespeople want to lead with the strengths of their product / service.
The problem is that the customer isn’t ready to hear about them. They have no frame of reference to put those strengths of yours into a situation that they feel is uniquely theirs.
- Align Sales Content With The Sales Process
The sales content that you provide your salespeople must not only match the messaging. This content must also align with actual selling tasks performed throughout the sales process. These activities include emails, phone calls, face-to-face conversations, team presentations, and other communications.