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SalesGrowth MD, Inc. | Denver/ Englewood, CO

Sales Prospect

No matter how successful you are in business you could still use more high-quality sales prospects, right? I don’t come across many businesses that don’t answer that question with a resounding yes.

Everyone knows the usual tips for adding more prospects like make more cold calls, make more connections socially or otherwise, or ask for more referrals from existing customers. All are certainly good advice but not exactly revelations.

How do your prospects feel after sitting across from you in a sales call?  Maybe the answer doesn’t come instantly to you. That’s OK. Here’s another question: Ever been to therapy? Don’t worry, it’s a rhetorical question… but it’s OK if you have. A career in sales can certainly lead to an occasional need for a therapist! 

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders.

Listen Time10 Minutes

All things being equal, people tend to buy from people they like and trust.  All things being unequal, the same principal applies. 

Learn how to uncover and understand the prospect's buying motivations. What could be more important in sales than understanding why people buy? Mike Crandall, Sandler trainer and author, talks about the key factors for motivation. 

One of the most impactful Ted Talks I have ever seen was a presentation called "The Happiness Advantage: Linking Positive Brains to Performance" by Shawn Achor.

The presentation is about 6 years old but it is just as relevant today as when it was originally recorded. Check out the link above to judge for yourself.

One of the reason I love the talk is because of a key point Shawn makes which is especially true for folks in the selling profession. We are often conditioned to associate the achievement of sales goals and targets with the attainment of happiness.

In research by the University of Mississippi it was found that groups who preceded solving puzzles by asking themselves “can we solve this” outperformed the groups that told themselves “I can solve this” by 50%. In another experiment one group of participants were asked to write “I will” 20 times before solving a problem and the second group was asked to write “Will I” 20 times before solving theirs. You guessed it; the “Will I” group solved almost twice as many puzzles. It is great to be positive but the process of asking yourself “Can we do it”, like our friend Bob the Builder, actually causes your problem solving ability to kick into high gear.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

In working with thousands of salespeople and sales managers, a consistent area of concern they have is to improve on their stall and objection handling skills. When prospects say things like “we’re not quite ready,” “your price is too high,” “were staying where we are,” “you do the same thing my current supplier does,” I could go on.

Email marketing is an inexpensive and effective way to get in touch with prospects if you take the proper steps in crafting them. The information you relay in your email and the way you share it has a direct impact on how well your email will perform with recipients. You don’t have to be a professional writer to get attention or to create a successful email campaign, but you should be concise and include compelling information. Most prospective buyers are bombarded with emails from a variety of businesses, on a daily basis. Incorporating the right details allow you to break through the clutter and helps ensure that you make a connection. 

Most sales people hate to prospect. I would go so far as to say that anyone who says they like to prospect has either never done it or currently doesn’t have to do it. It can be a seemingly thankless effort the results of which often don’t seem justified by the time invested. David Sandler, the founder of Sandler Training had a great quote on prospecting, “You don’t have to like it; you just have to do it.” The inherent truth in that assertion remains unchanged but HOW we prospect has changed dramatically. The average persons’ tolerance for what author Seth Godin terms “Interruption Marketing” has changed dramatically. Laws have been passed regulating phone solicitation, DVR devices allow us to escape commercials while watching television, and anti-spamming laws continue to clamp down on e-mail solicitation. The message is clear; we are sick and tired of relentless “Interruption Marketing” at work as well as at home.