Every sales person, no matter how successful, has this basic problem
of whom to sell to each month. Anyone whoever worked in sales knows
how one month you can be the best sales person in the company and then
the calendar turns to a new month and you are starting from zero
again. Your previous success is forgotten and your manager is coming to your
desk with the same old questions – what will you do for me this month?
What is in your pipeline? How many deals are you going to close this
month? This is what I call the curse of a sales job – only in sales you can
be a number one this month or quarter, and then again next month equal
to every other sales person in the company. Last month is behind you
now and you are back at zero. The experienced sales person will know this curse and is working every
month for the next sales to happen. The easy way out would be falling
into the trap of being a “God of sales” one month, then buried under
the ground the very next one. The professional salesperson is actively
working on his pipeline to have deals in progress for the next months
to come. The less successful sales person will work hard to meet his quota on
more of a month by month basis, working at just being the best of the
average and maybe reach his quota 6-9 months each year: then hoping at
least one time in that year the stars and planets will align and
everyone on his list will buy from him this one particular month. You can obtain the list of prospects in your territory or in your
desired vertical market and blindly cold call them one by one, and
this could be a good idea for your manager who was doing the same when
he was sales representative 20 or 30 years ago, in the time before
computers, internet, news portals, Blogs, RSS feeds etc. Today, different media are covering every single press release, new
product introduction, and business conference in the world and you can
find out easily the information about events and people who were being
covered. The power of Internet is strong and becoming considerably
stronger. There are many offline resources to help you with your
research like business directories, and ads in local Sunday
newspapers; however your preference should be in online resources as a
faster and easier way of getting the information. What you need to do is quit looking in your rear-view mirror or
outside your window: you need to see what is in front of you - what is
the future and what changes are going to take place. By learning where
to find and how to use trigger events, calls you will make in the
future will never ever be cold! With trigger events it will be easier
for you to find companies that have immediate wants and needs. You are
looking for events that can trigger the sales opportunity for you.
With this newly acquired knowledge you will be able to qualify
prospects faster and find your next customer much easier than before.
And not just that - you will be able to put customers in the market
who didn't feel that way before you contacted them. Companies with a
trigger event buy 400% more often than ones without these kinds of
events! Trigger events can be a very powerful weapon for sales person who
wants to be able to qualify prospects faster and understand his
customers' situation, and identify needs with customers together. When
you start learning where to find trigger events and how to use them,
you will be able to get faster to the proposal because you will know
that your prospects are already qualified for your product or service,
and you will have information about their needs gathered before the
meeting or presentation. The whole object of your approach is to fully arouse your prospect's
interest - to bring him to the point where he wants to see your
product and hear your proposition. During the information gathering
phase your task is to navigate the conversation with your questions to
confirm what you already know from trigger events; you will help your
prospect to recognize and/or to acknowledge their needs and wants. Drive the conversation to the client's real needs and you will
certainly get the chance to present your solution to customers who
will be interested to hear how you can help them. One of the most
important things for buyers is to have a feeling that a sales person
understands their position and needs. With trigger events you will be
there, easier and faster than anyone!
of whom to sell to each month. Anyone whoever worked in sales knows
how one month you can be the best sales person in the company and then
the calendar turns to a new month and you are starting from zero
again. Your previous success is forgotten and your manager is coming to your
desk with the same old questions – what will you do for me this month?
What is in your pipeline? How many deals are you going to close this
month? This is what I call the curse of a sales job – only in sales you can
be a number one this month or quarter, and then again next month equal
to every other sales person in the company. Last month is behind you
now and you are back at zero. The experienced sales person will know this curse and is working every
month for the next sales to happen. The easy way out would be falling
into the trap of being a “God of sales” one month, then buried under
the ground the very next one. The professional salesperson is actively
working on his pipeline to have deals in progress for the next months
to come. The less successful sales person will work hard to meet his quota on
more of a month by month basis, working at just being the best of the
average and maybe reach his quota 6-9 months each year: then hoping at
least one time in that year the stars and planets will align and
everyone on his list will buy from him this one particular month. You can obtain the list of prospects in your territory or in your
desired vertical market and blindly cold call them one by one, and
this could be a good idea for your manager who was doing the same when
he was sales representative 20 or 30 years ago, in the time before
computers, internet, news portals, Blogs, RSS feeds etc. Today, different media are covering every single press release, new
product introduction, and business conference in the world and you can
find out easily the information about events and people who were being
covered. The power of Internet is strong and becoming considerably
stronger. There are many offline resources to help you with your
research like business directories, and ads in local Sunday
newspapers; however your preference should be in online resources as a
faster and easier way of getting the information. What you need to do is quit looking in your rear-view mirror or
outside your window: you need to see what is in front of you - what is
the future and what changes are going to take place. By learning where
to find and how to use trigger events, calls you will make in the
future will never ever be cold! With trigger events it will be easier
for you to find companies that have immediate wants and needs. You are
looking for events that can trigger the sales opportunity for you.
With this newly acquired knowledge you will be able to qualify
prospects faster and find your next customer much easier than before.
And not just that - you will be able to put customers in the market
who didn't feel that way before you contacted them. Companies with a
trigger event buy 400% more often than ones without these kinds of
events! Trigger events can be a very powerful weapon for sales person who
wants to be able to qualify prospects faster and understand his
customers' situation, and identify needs with customers together. When
you start learning where to find trigger events and how to use them,
you will be able to get faster to the proposal because you will know
that your prospects are already qualified for your product or service,
and you will have information about their needs gathered before the
meeting or presentation. The whole object of your approach is to fully arouse your prospect's
interest - to bring him to the point where he wants to see your
product and hear your proposition. During the information gathering
phase your task is to navigate the conversation with your questions to
confirm what you already know from trigger events; you will help your
prospect to recognize and/or to acknowledge their needs and wants. Drive the conversation to the client's real needs and you will
certainly get the chance to present your solution to customers who
will be interested to hear how you can help them. One of the most
important things for buyers is to have a feeling that a sales person
understands their position and needs. With trigger events you will be
there, easier and faster than anyone!
Geen opmerkingen:
Een reactie posten