Have you ever thought about what differentiates great sales people from all other sales people?
The answer is that a lot of things differentiates them. I have already talked about some of them here but I haven’t mentioned the most important one before now.
Your ability to be pleasantly persistent and never let up in you pursuit to clarify how you can improve your potential customers business, is one of the key skills all great salespeople has. In this video I talk about why that is important.
How can you avoid costly hiring mistakes when you grow your sales organization? How can you at the same time ensure that your team consist only of A-players and that you have an unparalleled performance culture, with zero churn in your sales department ?
The education driven sales model is the answer. By building sales training of your team into the DNA of your sales organization you can decrease turn, improve your revenue/cost factor and build a performance culture that is unmatched.
If you want to go a bit deeper into the advantages of the Education driven sales model I have made a quick presentation here:
I think this might be one of the most interesting topics in sales management.
How do you push your team to maximize performance without killing motivation?
I think the key is to set ambitious targets for the value the team has to create and then trust the team to find the best way to reach that target.
And once you have those ambitious targets make sure to NOT set up a commission structure to measure it, unless you are aiming for demotivated sales people.
One of the common denominators of top 2% salespeople are their ability to have a significant higher level of activity.
If you believe that sales is very much about activity and not how good you research your leads, you are probably like me obsessing about how you can increase your own activity level.
This is one of the most efficient techniques I know to increase my output. It has worked both for myself and for the teams I have worked with.
Being productive and making sure that the actions your spend your time on, brings you closer to your goals, I believe is a cornerstone in a fulfilling life.
In this video I talk about how you can hack your habits to make sure that they work for you and not against you.
A lot of your time is spend doing stuff that is controlled by your habits so this might be the singular most effective thing you can do to achieve greatness.
If you had 1 thing you could do to increase the revenue of your company, what would it be?
In 99 out of a 100 startups looking at how the product is priced would yield the biggest impact on the topline. Make sure you are on top of how you price and package your product. 🙂
So we have arrived at the end. After opening the call, establishing your value and building credibility around it, you need to get the meeting.
Most salespeople make one critical mistake when closing a call to secure the meeting, view the video to find out which. 🙂
This is part 3 of breaking down the perfect cold call. If you haven’t already, make sure to watch episode 1 and episode 2 before continuing.
In the opening we got the customer to leave the task they were working on and initiating in a conversation with us.
This part of the call is all about making the person you talk to comfortable sharing information about their company, so you can clarify whether or not they can benefit from working with you.
In this 2nd episode of the the perfect cold call we will look at the opening of the call.
This is the most critical part of the cold call. If you can’t sell the person you are calling to engage in a conversation with you within the first 5-10 second, it is over.
In this episode I will go through how I open the call myself. I will go through the techniques being used, and the theory behind them.
If you haven’t checked out Episode 1 of the perfect cold call, make sure to do it before you continue.
For questions, you know where to find me. 🙂
Cold calling might be the most dreaded exercise in sales, but also one of the most valuable to master.
So how do you execute the perfect cold call? In the next 4 posts I will break down how you can execute the perfect cold call.
- Overview and the prerequisites.
- “The opening” – How do you open the conversation, and engage the prospect in conversation.
- “The Value” – How do you present to the prospect what you can do and establish credibility.
- “Close” – How do you make sure that you book the meeting.
In this episode I talk about the overall structure of the cold call, what your goal is with the call, and what prerequisites you need to have in place to execute it. You need to know what you can do for your customers and you need to know your target market before you begin.