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Your Next Sales Pitch Will Rock With These 6 Persuasive Words
Your next sales pitch could be so much better! Just by using fewer words—words proven to be seductive—you will get more people to act. Sounds amazing, doesn’t it? I’ve already used 3 of these 6 magic words in this blog post. And these words will make your next sales pitch really rock!
Never underestimate the power of free! The economic value of free is far higher than the value of what you’re giving away.
The offer in France had been changed to a cost of 1 Franc (about 20 cents). In economic terms there’s hardly a difference between 0 and 20 cents if you’re buying a book. But reducing the shipping charge to an almost negligible figure didn’t have an impact on sales, while free had a huge impact.
When the French changed the offer to free, they also saw a big increase in sales. How can you use the power of free in your sales presentation? Close a deal by offering something free: A free trial, a free report, or a free upgrade.
The word now creates a sense of urgency, so slow-to-decide prospects are nudged to take an action. Try using this word with procrastinating customers to get them to act on a free upgrade or limited-time trial. And make sure you use the word now in your sales emails and collateral materials to motivate prospects to buy.
How can you balance the need for familiarity and novelty in your sales pitch when trying to boost your sales productivity?
On the one hand you can stress your longstanding relationship with a customer, the history of your company, or familiarity with your brand. On the other hand you can stress what’s new about your products. Talk about its new features and new specifications and explain how these novelties will help your customer, and take away problems encountered with the old product.
In his book InfluenceRobert Cialdini describes the photocopier experiment where someone asks to jump a queue to make a few copies. These are the results:
60% of people agreed with a request if no reason was given: Excuse me. I have 5 pages. May I use the Xerox machine?
When presented with a reason, 94% agreed: Excuse me. I have 5 pages. May I use the Xerox machine because I’m in a rush?
Agreement hardly changed (93%) when a bogus reason was presented: Excuse me. I have 5 pages. May I use the Xerox machine because I have to make some copies?
How can you use the power of because in your sales presentation? Present a reason why your customer should buy. And, of course, clearly present the value of your offer.
You love talking about its special features and superior specifications. And that’s what your customers want to learn about, right?
Your customers aren’t interested in your product, its features, and its specifications.
They’re only interested in themselves. You must explain how your product solves their problems. And you must do it well—even your content engagement depends on it.
Avoid talking about we, us, and our. Instead talk about you and your. Make sure you focus on your audience, not on the company you work for.
Research suggests that allowing your customers to touch your product increases the chance of making a sale. But what can you do if you’re selling software? Or if your product is so big, you can’t really take it with you to a customer meeting?
Get your customer to imagine how it is to use your software or to drive your super-duper new bulldozer. Be descriptive when explaining your product or service so that prospects can put themselves into the picture your painting. Better yet, get creative with sales collateral that can give prospects a sense of what it’s like to use your product.
When your customer imagines owning your product, their desire to own it increases. This is a great word for creating a strong want in unsure shoppers.
Your Next Sales Pitch Could Rock!
Selling requires you to be persuasive and to inspire your customer to buy. The trick, however, is to utilize the words in a natural way that doesn’t feel too forced. If prospects catch onto your ticks, they certainly won’t be buying any time soon. Practice your pitch so these persuasive words come out naturally and effect the prospect’s subconscious.
Choosing your words carefully is one of the most valuable sales pitching tricks to master. If you can figure out how to use these six seductive words effectively, more customers will pay attention to your presentation. More customers will desire to own your product. And more customers will buy from you.
Sounds good? Come on. Try it.
Looking For more Closing Tricks and Techniques? Check out This Post!
“Closing a deal might happen 4 minutes after the first pitch or 4 months later. It’s up to you to convince the lead that they’ve made the right choice. The following is a compilation of 20 different ways to close a sale. Go ahead and use a few of these techniques to suit your own personality, brand, and customers…”
Inside Sales reps have some of the most challenging lives, keeping workers on their toes. You just can’t confuse an Inside Sales job with any regular desk job. Professional salespeople are highly focused, organized, and well prepared for any challenge. They’re like the ninjas of the office: quick learners, ready to change tasks at a moments notice, and prepared for unusual challenges.
Today we’re going to discuss some activities that top performing, successful Inside Sales reps practice every work day.
1. Early to bed and early to rise!
Successful people are typically morning people. I know, we aren’t changing anyone’s worldview with that statement, but having an early start has some serious benefits. Your morning ritual with the New York Times and a mocha might be personal time, but today’s news might trickle into your sales conversations. You can combine this with your strategy to establish a relationship with your clients, and we don’t have to tell you that the clients who like you will buy more.
Inside sales reps have stressful workdays, so taking time in the morning to read can help relax and prepare you for the day ahead.
Do you work out or jog? If not, then get out and start doing it. Nothing helps more than a fresh start in the morning with a clear head. Say goodbye to body aches and strains which DEFINITELY affect your efficiency. If possible, a short walk around the office can help during the day and get the blood flowing.
After a long and challenging day, another noticeable perk of waking up early and working out is you’ll be able to sleep easier, and wake up fresh again. With how hectic sales jobs can be, a good long sleep is a must to keep your stress down, and maintain a good performance!
Take this mantra for every day: Stay fresh, stay updated and stay at top of everything!
Inside Sales reps are like the ninjas of the office: quick learners, ready to change tasks at a moments notice, and prepared for unusual challenges.
2. Start Planning out your day!
You need to enter your office at the earliest and start catching up on your tasks and appointments. Most of the inside sales reps like to keep sticky notes, some people post sticky notes on their calendars, and some people just have a sticky notes app on their desktop. It’s totally up to you. But plan out your day and what you have to do in order to accomplish every task in advance so that you don’t miss them.
After you’ve woken up and exercised, it’s time to enter the office and start catching up on your daily tasks and appointments. Some people stay organized with sticky notes, calendars, or computer programs that keep track of their day. It’s completely up to you! Success is based in organization, so if you have trouble staying on task, try switching up how you plan your days out.
3. Greet your new Prospects First!
While you’re fresh and have all your energy in the morning, why not reach out to some new leads? Imagine how you feel after a long day, tired and stressed out. Who would want to talk to you then? It’s important to prioritize your well-being, and put your mood and alert mind to good use.
4. Follow up with new prospects right after the first call!
Immediately following up with prospects after your first meeting is an opportunity that cannot be missed. Debrief them with the talking points from your conversation, and remind them how your product or offering directly helps them solve their issues. Be sure to include a calendar invite to the next meeting, and schedule it then if possible. Remember to update your CRM, and include every data point from your outreach activities to track your lead’s progress.
5. Start your demos!
Once inside sales reps are finished with their prospects, they begin their demos scheduled for the day with prospects from previous weeks. Focus on the issues these prospects are facing, and apply your product as a solution to their issues. Evaluate the capabilities of your solution and in what capacity it will help your prospect. Don’t forget to do Step #4 with this round of prospects as well!
An experienced sales rep likes to reach out to new people every day with a fresh mind & a well researched pitch.
6. Have a sales & growth meeting every day!
Yes, every day! It’s important to learn and improve your sales skills every day after your outreach and prospecting activities are finished for the day. Try to share what you did, if your pitch changed at all and why, you found and what you learned about how to sell your product. Similarly, try to utilize information shared by your colleagues and new things they found, new strategies they discovered and what improvements they think you can bring to your sales kit. Try to find new customer segments and new strategies. Good inside sales reps will never stop learning!
7. Align your sales activities with the marketing team
Before leaving the office, why not touch base with the marketing team and try to get new ebooks and content that you can read by yourself to update your knowledge. You can also send this latest content to your prospects in your next sales meetings and demos. Successful inside sales reps always align their activities and findings with the marketing team. Too often, sales and marketing teams are at odds with one another. Your marketing team should be your greatest ally, so make friends with them!
8. Home Sweet Home!
Try to get back home early and spend some time with your family. Don’t forget to read something new before finally going to bed. Again, a good sales professional never stops learning! Following this routine consistently will develop your sales skills and personality, and address issues with your sales pitch and prospect interactions.
Looking For More Posts on Inside SalesProductivity? Check Out Our 13 Step Daily Checklist for SDRs!
1. In the beginning of the day, take 5 minutes at the start of each day to set goals. 2. Define your most important task of the day. 3. Perform lead triage… Read on for the rest of the list!
The most important things in inside sales are goal setting and achieving goals. You might have read before that goals always need to be SMART, no matter if you are an inside sales manager or inside sales rep. SMART stands for:
As an inside sales manager you are setting these quarterly goals for your inside sales team usually as an amount of revenue your inside sales reps need to generate. You will help your reps where needed to achieve these goals, but your reps also need to set SMART goals on a smaller level for themselves in order to achieve their quarterly targets.
When you are an inside sales rep, you are faced with the challenge to set your own smaller goals which should help you to achieve your target at the end of the quarter. We have outlined 5 tips for inside sales reps that will help you with setting the right goals:
1. Break your quarterly target up into a monthly and weekly target.
2. Identify the main drivers that will help you to achieve your goals.
These drivers can be the number of calls you make, the number of follow ups, the number of emails you send out or the engagement level of your prospects with your sales content. At Fileboard we built a very simple KPI dashboard with these goals in an excel sheet. With the actions outlined under step #1 you can track your progress against these drivers and keep yourself accountable.
3. Craft your sales funnel.
Identify how many prospects are entering into the funnel and how many make it to the next stages of the funnel. This is very simple to do with Salesforce. Check out this “Salesforce article on funnel charts.”
4. Identify leaks in your sales funnel.
Identify at which stages of your sales funnel you are losing the most prospects. Try to identify what the root cause is of this leak and how you can fix it. This is something Fileboard helps you with by providing you insights into your prospects engagement with your sales collateral.
5. Continuously track your progress.
Track your progress against all the drivers you have identified. Also, track your progress against the different stages of your sales funnel. Finally, make sure to track your progress daily.
Always remember: Call yourself to account before you are called to account. When you do this, the chances you will be successful increase significantly. One of the key things that will help you with this is measuring and scoring your sales pipeline. This is one of the main things Fileboard helps its customers with.
Selling new products to an existing customer is quite easy compared to selling existing products to new customers. Thus, it is very important that you retain as many customers as possible and make your existing customers become your biggest source of future sales. To do this, you have to create memorable experiences and wow them:
Pay attention to details. Apple users have always been fascinated by how Apple focuses on the little things so well. Super-optimized booting up time, the little magnetic charging connector and a monolithic design of the Mac have contributed to a legion of passionate fanboys who will be willing to try anything that Apple produces.
Listen to customers’ problems sincerely. Through customer surveys and through support calls, identify their problems. Allow them to vent their feelings. Be a therapist if needed.
Create a great internal corporate culture that puts employees at the top. Happy employees create happy customers. Companies such as Costco or Zappos have a happier band of customers who then recruit a wider band of customers
Make it very easy to work with your product. Think of a product like Craigslist. It feels like an early 1990s website, but still has a vast group of passionate users. This is because, unlike most other classifieds sites, it still kept its interface simple and consistent. There are very few bells and whistles. This made the masses flock to Craigslist, giving them enough scale.
5. Make them feel special. Whether it is in store or in customer support, don’t try to think of your customers as a commodity that you can just treat it as a sales number. Instead get personal and use the data you have collected to make them feel special (like calling them up on their birthday and wishing). 6. Be very clear with your branding and make sure it is consistent with your target market’s needs and aspirations. 7. Constantly strive to learn more about your customers and build personalization in your products and branding messages. 8. Have the leadership team put customer experience at the top of their priorities. Wowing the customer has to be said and unsaid goals of everyone working at the company. 9. Constantly measure your progress in customer engagement (in terms of repeat sales, referrals and customer complaints) and track the effectiveness of various customer engagement programs.
Sales motivation, like any other kind of motivation, comes from within. It gives you the courage and perseverance to do what’s required in order to get the best results regarding your sales, profits, and customer satisfaction.
Many of us are under the pretense that “motivation is only motivation if it lasts forever,” but in reality, it doesn’t always last. We have to renew it every single day. Like a mental process, you need to be able to control it regardless of the market or environmental conditions.
In day-to-day sales, there are times when the conditions are unfavorable, demotivating, or when everything goes south. These are the times where sales motivation is the difference between accepting the challenge and giving up on your goals.
Sales motivation isn’t a trait, but a skill shared by all top-performing salespeople.
A wise person once said, “rules make a man.” In the same way, we need to follow certain rules and principles to get motivated. These simple set of rules can help us gather the required tools to find our motivation.
The Rainmaker Principles
Tony Robbins says, “If you want to be successful, find someone who has achieved the results you want and copy what they do and you’ll achieve the same results.” Even though we can try and copy someone else’s methods, nobody will do the job for us. We have to make our own effort to obtain what the other person has achieved. It can be done by following a few principles:
1. Strive to be the top performer.
Exhibit the determination, hustle, and hunger to achieve what only the rainmakers achieve. Even if you need to fake it at first, others will begin to treat you like the top performer you know you are. That alone can help boost your performance.
2. Set goals for yourself.
And don’t just set them, but live by them. Become a goal-following fanatic. You can do this by setting short- and long-term goals, personally and professionally. By setting short-term goals you know you can reach, you give yourself a feeling of accomplishment that will help you follow through on your bigger aspirations. Make sure you’re always striving to increase sales productivity, even when your hitting your quota. True rainmakers never leave well enough alone.
3. Take action.
Don’t just set goals, take actions and follow them until you succeed. Don’t get too caught up in list making and make sure you’re being actionable about the things you want to achieve. Be vigilant of the things that aren’t working, and be proactive about changing them. If you want to be an effective salesperson, you need to update your selling techniques regularly.
4. Map your selling process.
Learn to map your selling process in accordance with the psychology of the buyer. Learning all the technical ins and outs of selling is important, but you also need to understand the psychology of selling, and of your prospects. Take care to understand their pains and challenges and learn to position yourself as the solution.
5. Overcome your fears.
Learn to push when it is in the best interest of the customer. As a salesperson, you’re going to have to take calculated risks from time to time. It might be scary to hear “no,” but the master salespeople learn to overcome it and use that fear as fuel to ask the big questions.
6. Seize the moment.
Rise to the occasion. Don’t let that last minute deal startle you. Let it be a source of motivation for you. Make sure you’re open to great selling opportunities at any moment.
Top Sales Motivation Tips
In order to move your life in the direction you want, you need to set some ground rules and consistently follow them. Use these sales motivation tips to get you going.
Set your goals high: Have your own vision about how you plan to get where you want to be and aim high, beyond your means. When your mind is focused on extreme goals, it will be easier to meet the small, yet significant goals you need to in order to get there.
Motivation is entirely emotional: Passion is one of the strongest human emotions. You must fuel it, ignite it, feel it, and use it to your advantage to stay motivated.
Don’t work hard, work smart: Hard work, though it usually pays, sometimes gets a little demotivating. In order to stay motivated, work smart. Look for innovative sales technology that can help you be more efficient.
Compliment yourself: Celebrate success, because you’re totally worth celebrating. Give yourself an occasional pat on the back for achieving short term goals. Selling skills are not always easy to master and you should congratulate yourself regularly for your efforts.
Make peace with the inertial force: Sales motivation is all about momentum. If things aren’t working out for you, give yourself a break and take some time off. The moment you start clicking, ride the momentum.
When followed regularly, these few sales motivation tips can boost your confidence level and help you reach even your grandest sales goals. The most important tip, though, is to never stop learning. As long as your continuously learning and invested in the work you do, you’ll get joy and satisfaction out of sales, and that is the best motivation there is!
Over the past several decades sales methods have remained mainly the same. Sales organizations employed field sales representatives (also called outside sales representatives) who have met their clients and closed deals face-to-face. However, nowadays sales is undergoing an important transformation. Many sales organizations, especially B2B sales organizations and B2C companies that sells high value goods and services, invest more and more in a new sales model that enable them to handle high touch transactions remotely. This new sales model, called inside sales, involves multiple touch points and requires inside sales representatives to work in teams, and cooperate with managers and marketers in order to convert leads into customers.
Difference between inside sales and outside sales representative jobs
Outside sales representatives’ weekly schedule includes traveling to the clients’ location (work outside their office) in order to negotiate with them and close every deal in person. However, inside sales representatives look for potential customers and keep in touch with them via telephone or email while staying inside their office. In other words, inside sales is remote sales. For years, inside sales representatives’ duty was to generate leads for the senior outside sales representatives who closed the deals. This is no longer the case. Besides sales prospecting, inside sales representatives also cope with inbound sales, lead qualification, sales follow-up and CRM data logging. Moreover, they might accompany their leads during the whole sales cycle while cooperating with marketing and other branch of business.
The job of inside and outside sales representatives differs significantly. Those aspiring sales representatives who are wondering which position would be suitable to them first have to decide whether independence is more important than interdependence and whether they prefer to meet new people regularly over working with the same peers every day. Besides these factors, there are other important differences between the work of inside and outside sales representatives.
Outside sales representatives
Outside sales representative jobs are suitable for self-starters who prefer working independently over being member of a team. Outside salesmen manage their own schedule as they are responsible for making and keeping their appointments. They have to be able to adapt fast and easily to new environments and people as their workplace may change day by day and they meet and negotiate with new clients very often. They have to get used to travelling a lot and take into consideration travel time when they plan their weekly schedule. As outside sales representative meet face-to-face with their potential customers they have to pay attention to their appearance. Furthermore, outside salesmen are their own daily supervisor: regardless of who their boss is, they have to stay focused and look after themselves without having anyone looking over their shoulder.
In order to be successful, outside sales rep should possess or develop useful skills. They must have excellent interpersonal skills that help them build strong relationship with prospects. They need to possess good presentation skills in order to be able to demonstrate their products and services and persuade their clients that their goods can create value to them. Outside salesmen should also have good negotiation skills which help them conclude deals as fast as possible.
Inside sales representatives
Inside salesmen work a set amount of time in their office. As they spend the whole workday in their office, collaboration with peers and office politics play a more important role in their life than in case of the outside sales representatives. They have to be on-call during the whole day. Moreover, they must be able to give an excellent description of their product and persuade potential customers that it can help solve their problems without showing a physical prototype. This does not mean that inside sales representatives do not have the chance to show any visual about their products: thanks to screen sharing technologies, inside sales representatives also have the chance to demonstrate their product by making real-time presentations.
Inside sales representatives also need to develop handy skills. They should do some pre-call research to find out what information can be relevant to the prospects. Pre-call research is very important but inside salesmen should not stop at this point: they should optimize their LinkedIn profile, identify the industry influencers and create relevant content to their clients. Besides these success factors, they should develop the skill of asking good questions which make prospects smile instead of causing them pain. Like outside sales representatives, inside salesmen must develop excellent presentation skills to demonstrate their products and explain potential customers how their products and services can solve the clients’ problem using screen sharing technologies.
Why can inside sales be more effective than outside sales?
Inside sales model has several advantages compared to outside sales model. Here, I list the most important of benefits of employing inside sales representatives.
Time savings: Based on the research of Pace Productivity Inc. outside sales representatives spend 13% of their week with travelling, 23% with administration, 10% with service, 12% with order processing, 22% with selling, 6% with lunch/breaks and 4% with other activities. Inside sales representatives can spend 35% (instead of 22%) of their week with selling as they do not have to travel to their prospects’ location. Moreover, they can decrease the amount of time spend with administration work as there are inside sales tools that logs all notes and meeting details in CRM systems. Thanks to these tools inside sales representatives can spend more time with selling instead of updating manually the applied CRM system.
Cost effectiveness: Inside sales representatives need only basic infrastructure like telephone and Internet and the sales organization can save the travel cost of salesmen.
Flexibility: Inside sales representatives can work not just in their office but also at home and any places where they have Internet access. Moreover, they can close deals using mobile devices (without meeting the customer in person) after the working hours.
Measurement of customer engagement: Inside sales tools enable inside sales representatives to measure the prospects’ digital behaviour: which prospect open a file, how long they view files, pages, slides and whether they pay attention during a live meeting. Based on these information, inside sales representatives can make up an engagement score which tells which prospect is sales ready. Click here to find out how Fileboard can help you track the prospects’ behaviour.
3 factors that determine which sales model should be applied in a sales organization
In general inside sales can be more effective than outside sales but it can be worth to verify whether there are situations in which the use outside sales model can be more beneficial than the use of inside sales model. Based on the research of Steve W. Martin, 3 key factors determine whether a sales organisation should apply inside or outside sales model: sales organization development stage, complexity of sold products and sales leaders’ perception about the relative effectiveness of inside and outside sales models.
Sales organization development stage
Sales organizations can be classified into five groups based upon their development stage: build, compete, maintain, extend and cull. Every sales organization face different challenges depending on in which development stage the companies operate. At the early stages of the development (build, compete, maintain) organizations are likely to scale up the sales presence in order to be able to compete effectively against larger competitors. Consequently, at the early stages of organization development companies tend to set up a large remote (inside) sales team. At the extend stage of sales development, sales organizations have already adopted to the needs of their customers, so their established sales model does not change significantly. At his stage, outside sales representatives can be very effective at maintaining and strengthening relationship with customers. At the last (cull) stage, sales organizations mainly focus on revitalizing the demoralized and decreasing sales force.
Sales cycle complexity
Sales cycles can be categorized into three groups based on their complexity: point-specific sales, platform cloud-based sales and enterprise sales. The complexity of every sales cycle depends on the number of individuals and departments involved in the purchase decision and the size of purchase. Based in these factors, point specific solutions (solutions to certain individuals in a single department) have the simplest sales cycles and enterprise sales (solutions to many individuals in different departments) have the most complex sales cycles. Complex enterprise solutions require the involvement of field sales representatives but companies offering high complexity solutions also employ inside sales representatives who cope with sales prospecting. However, sales organization that offer cloud-based and point-specific sales solution can execute sales exclusively through remote channels.
Managers’ perception of sales model effectiveness
The applied sales model also depends on the decision makers’ perception of relative effectiveness of inside and outside sales models. Based on the research of Steve W. Martin, sales organizations employ outside sales representatives to maintain and strengthen relationships and close high ticket deals and hire inside sales representatives to make use of new, creative sales opportunities.
All things considered, inside and outside sales model differs considerably from each other: the weekly schedule of inside and outside sales representatives, the required skills to be successful in each position, the relative effectiveness of the two sales model in general and situations in which one the sales model should be applied are different.
Do you need an Inside Sales Model? Download Our Whitepaper!
Closing a deal might happen 4 minutes after the first pitch or 4 months later. It’s up to you to convince the lead that they’ve made the right choice. The following is a compilation of 20 different ways to close a sale. Go ahead and use a few of these techniques to suit your own personality, brand, and customers.
1. Practice, practice, practice your elevator pitch.
You want to get your use case and key benefits to address the problem out in the time it would take to ride an elevator with a lead for several floors. The elevator pitch is a critical technique when your prospect’s attention span is short and you want to get more time to discuss your product. This is your first impression; and that’s why it’s the #1 closing technique. The difference between the customer walking away or staying to hear more comes down to this brief moment, more than any other part of your pitch.
2. Get a promise up front.
You want confirmation from them that they will make a decision at the end of your pitch/meeting. This sets the prospect up mentally to make a decision instead of saying, “I’ll think about it.” This is a good choice for already interested clients when you feel confident in the sale and want to speed up the close.
3. Apply your offering.
Turn your pitch into an applied use-case with your client’s brand, and work out some real numbers with them to show how your offering would actually affect your prospect. This gets your client invested in the sales process. When they can literally see success happening to their own business, it’s very hard to say no!
4. Stress the key benefit.
There’s a saying in sales that 80 percent of the buying decision is made based on 20 percent of the product information. There is generally a key feature of your brand that really appeals to your prospect – not necessarily the entire offering. During your presentation, if you notice that your lead is interested in a particular benefit—if they ask questions or keep coming back to one idea—make sure you keep hitting on that point. Sell what the prospect is interested in – you don’t have to pitch the whole product! You can save that for onboarding and training when they have more time to go over the best practices with your product.
5. Check your progress.
As you proceed through your presentation, keep checking in with your prospect to see how you are doing. Ask questions such as Do you like this feature? or Would you use this? Stay away from rhetorical questions like Isn’t this amazing? You want your prospect to actually make personal choices and decisions, not just repeating your pitch back to you. By getting them to say ‘yes’ early and often, you’re assured of a ‘yes’ at the end.
6. Start small and build to the final “yes”.
This works well for situations where you can offer free samples or materials up front. Instead of simply plunking your freebie down, ask your prospect first if they would like to receive them. Get them to say yes for each little thing. Ask if the client finds it useful or enjoyable. Get them to say yes again. Ask them if they would like to know more … another yes. Build up to bigger asks and bigger decisions each time.
7. Invite the prospect to try it out.
The invitational close is traditional and classic. Who can refuse? Whether it’s driving a new car or walking through a dream home, people rarely say no to trying something new.
8. Turn price into value.
There’s always a natural resistance to pricing and many salespeople make the mistake of postponing talking about price until the end. Instead, work the value of your product into the presentation all along. Talk about what it would cost the client if they looked elsewhere, and show them what they’re getting as value-added or practically-for-free in your deal.
9. “If we … will you?”
When you feel you’re so close to getting a yes, but the client is throwing up one last objection, try to work with the client and be a little flexible. For instance, if price or monthly payments are an obstacle, get a yes by asking, “If we lower the price or extend the monthly payments, will you be more comfortable with that?” If you can get the client to say yes to that, then it’s time to quickly put a contract and pen on the table.
10. Exactly, precisely, absolutely.
Use affirmative words like these even when the prospect has strong objections. I don’t have the budget for that, they say. That’s precisely why I’m calling, you say. It makes them curious and they can’t help asking what you’re talking about. These affirmative words convey that you totally agree that the customer has a problem and that you have absolutely, exactly, precisely the perfect solution.
11. Talk past the close.
A little different than the this-or-that approach, this technique also assumes the person has decided to buy, and you help them think past the actual purchase by asking questions like, how soon do you need it? Where would you like it delivered? How would you like to make payment?
12. Tantalize with limited availability.
Just look at the success of Prada handbags and 100 point wines. This type of close works well with luxury items and a wealthy clientele. Make it seem rare and desirable, and people will be lining up for it no matter what the price. But it can also work for anything from paint colors to stationery. Sometimes just hinting that an item might not be available suddenly makes it imperative in the customer’s mind.
13. Send it home.
Also called the puppy dog close, this is the process of putting your product in the customer’s hands for a few days. Get them to take it home and use it for awhile, with a return envelope and date. If the object isn’t returned by the agreed upon date, the customer is charged for it. Clothing company StitchFix has built a great sales model on this concept. Personal stylists assemble customized monthly collections of clothing and accessories which they send out to their subscribers, who get to try them on at home and choose to return or keep the items.
14. Summarize clearly.
At the end of the presentation, summarize all the key points and benefits. Here’s where you can repeat the elevator pitch from #1 again, so if your prospect is going to tell their coworkers about your product, they’ll use your simple pitch. This is an important technique for all long and involved presentations—anything from giving a real estate tour to pitching a new software to investors. You want to hit all the top bullet points and leave them fresh in your lead’s mind.
15. Ask for the key objection.
This is a closing technique for situations where you are pretty sure the client wants to buy, but you just can’t quite figure out why he’s resisting. Maybe you’ve already been through a whole slew objections and solutions and he’s still not purchasing. Even after you’ve given up and shaken hands, take one last stab at it by saying, may I ask why you have decided not to buy? Once you’ve concluded the meeting and seem to be out the door, the client is more likely to simply tell you the truth about why he’s reluctant to buy. At that moment, set your briefcase down and say, aha. I forgot to tell you about that. Take advantage of that moment to blast away the client’s final defenses and win the deal.
16. Get 2-3 referrals.
An important part of any close, whether you get the deal or not, is to ask for personal referrals. If you have pre-qualified your client, and we’re assuming you have, your client’s friends and contacts are very likely in the same demographic, which will save you time and effort. Plus, getting that personal referral also helps get your foot in the door, saving you several steps and a lot of time spent getting the next appointment and sale. And plus-plus, when you ask a client to think of others who might benefit from your product or service, he’s going to start thinking that maybe he should take advantage of it as well. Alex Pirouz, founder of Linkfluencer, suggests making a video of customer testimonials and posting it on your website.
17. Sell to their companion.
A great closing technique for real estate and retail, this technique focuses not on the person with the buying power, but their companion. This approach is referred to as Account Based Sales. If you can convince the companion that he or she wants and needs the house, perfume, car or whatever, then you’ve created a surrogate salesperson, and now there are two of you campaigning for the sale.
18. The bracket close.
In the bracket close, you create three pricing and package offers, with the target deal in the middle. This gives the client a wide-angle view of what your company offers, and creates a value proposition where the client can see that they’re getting a fair price and an excellent deal.
19. Make them work for the deal.
Save any offers of discounts, bonuses, concessions and value-adds for the very end. If your prospect is still wavering, offer them ways to “earn” a package price or discount. Get them to step up by offering bonuses for an immediate decision to buy. They’ll come away feeling as though they’ve gotten the upper hand and a great deal.
20. Make the deal physically easy to close.
Once you’ve convinced hearts and minds, you want to make the actual ordering as hassle-free as possible. Keep the paperwork to a minimum, and have any orders and contracts pre-filled and ready to go. If you need to bring along an assistant just to take notes and pre-fill forms, so you can be free to pitch the client and read their reactions, it may well be worth it to make the final closing as seamless as possible.
Remember, when it comes to closing, it’s all about helping the client feel comfortable with their decision. You want to validate your customer’s decision and leave them feeling confident in your brand and your customer service.
Download Our Whitepaper: How to Create the Winning B2B Sales Presentation
Modernizing your sales funnel is a mainstream practice nowadays. However, understanding of the term modernization varies across industries and opinion leaders. In our meetups with a number of inside sales experts, we identified two different types of improvements that work together to modernize your sales funnel:
Invest in valuable & practical services to improve your Sales Funnel
Now that inside sales is the new norm, the amount of time your sales development reps spend on prospecting is huge. Without using a service or tool to help, it’s easy for reps to get lost in a sea of sales tasks and lose tons of time that could have been spent more productively. Investing in services like databases with great filters, sales engagement platforms, and analytic services. Investing here will help them understand their target markets better and figure out the best ways to sell to them. On the same page with us now? Improving your sales funnel will need careful and an expert investment of your time and resources.
Sales Funnel improvement relies heavily on prospecting efficiently and effectively
As simple as it sounds, this should be the main focus of your attention. Prospecting is the most important and fundamental activity of growing your sales funnel. You can’t ignore it because you have to scale up.
In prospecting, preparation is of great importance. If you are sending a cold email or simply dialing in on a cold call, you have to know everything you can about the prospect. You need to check the company’s size, latest news and developments, competitors, and more. Instead of trying to play a numbers game, do your research and segment prospects so that you know how to change your messaging for each group. Quality always beats quantity when it comes to outreach because you learn more from your mistakes. What works for one group may not work for another, which is why good research and segmentation is so important.
You can find a decent number of databases that keep records of companies, their professionals, their current hires, latest news, and social media updates. Information from these companies can do wonders for your sales funnel if you remain creative and persistent. Knowing things like these in relation to your industry would give you quite the idea of how you can approach the person to get a response as well as a healthy conversation.
The second ingredient to revolutionize your prospecting process is persistence. Once you’ve identified audiences worth investing time into, you need to reach out to them consistently, for at least 2 weeks. The best way to do this is with an outbound sales cadence. By scheduling out at least 10 emails and calls over 15 days you can help to ensure that you’re consistently reaching your prospects.
The last ingredient for your sales funnel improvement is persuasion. However, from persuasion we never mean that you should jump right in with an elevator pitch all the time. Instead, make your conversation more like discovering something valuable together. Generate your prospects interest with something that’s exciting but equally realistic. And last but not the least, LISTEN. Listen carefully without losing focus. Being attentive and showing that you’re listening to the details shows well on you and your company, while acting like you know it all can have the opposite effect.
Follow these guidelines to improve your old school sales funnel by making it efficient and promising!
In a successful sales process, meeting your quota depends upon the quality of your lead pipeline. A rep with a consistent sales process will always beat a talented seller without one, but the difficulty is establishing a worthwhile routine. We dive into the numbers to show you what it takes to have a full pipeline.
5 critical steps for a robust pipeline to meet your sales quota!
1) Estimate the right numbers!
The first step in a successful sales process is setting realistic goals and estimates. What you need to do is reverse engineering your process to design your basic sales targets to achieve the larger goals. Ask questions like, “What’s so different about the leads I converted vs. the leads that ignored me? What can I do to target more hot leads?”
2) How many proposals per year?
Now what you need to do is to calculate the close ratio. If your close ratio is 2:1, then you’ll have to send nearly a 100 proposals a year to close 50 deals worth $20k.
3) How many qualified meetings to send 100 proposals?
Calculate your qualified meetings to proposals ratio. If that’s 3:1, then you’ll need 300 qualified meetings to send 100 proposals to close 50 deals worth $20k.
4) How many prospects to speak with?
You need to calculate the total number of prospects a sales rep should speak to in order to schedule 300 meetings. Here again you need to calculate your prospects to qualified meetings. If that’s 5:1, that would mean nearly 1500 conversations in order to get 300 meetings.
Hopefully this clears up your mind on how to create a robust sales pipeline. The next step is based on how to make these 1500 conversations meaningful and successful to achieve the goals mentioned before.
5) Stages in your sales pipeline for proper lead qualification.
Remember that an efficient sales pipeline has five or six stages. If you decrease the stages, then you are not able to fully differentiate between a hot or irrelevant lead. If you increase the number of stages, you’ll end up complicating the process and that will increase your sales cycle. The number and type of stages in your funnel will depend on your industry, but the main five stages are: 1) Initial contact 2) Qualification 3) Meeting 4) Proposal 5) Close
Fileboard can help make your sales process 3x faster using workflows and engagement tracking. Streamline your outreach with automated tasks and see how well your prospects are receiving it. Getting started is quick and easy, start a free trial today and accelerate your sales cycle.
Did I catch you at an OK time? John, I’m sure you’re busy and I want to respect your time, so I’ll be brief.
The reason for my call is this. We just saved Universal Transport an additional $12 million in shipping costs, so I thought it was important enough to let you know, since every company has an obligation to their customers and shareholders to reduce expenses.
Now, you may be wondering if we can do this for you, too.
Well, depending on what you’re currently doing, I don’t know if you have a need for our services. But with your permission, let’s talk for a few minutes to determine if there is anything we’re doing that you could benefit from.
Would you be comfortable spending just a few minutes with me on the phone now, if I stick to this timetable?
What works, what doesn’t
The “do” message here is that the caller has respect for the prospect’s time and asks permission to go ahead with a brief conversation. The caller introduces himself and his company, which is professional courtesy. (Never be coy about who you are or why you are calling.) The caller also moves right into some tantalizing statistics about saving money.
However, what doesn’t work in such cold calling scripts is that the message is unnecessarily wordy. There’s no reason to say, the reason for my call is this … After all, you’ve just promised to be brief! Also, the caller uses wavering language like you may be wondering if we can and negative language— I don’t know if you have a need …
In any cold call script, avoid using wobbly or negative language. You don’t need to come across as a cheerleader, but definitely be confident and positive. This could have been rephrased as, “We’re confident that we can save you money, too, and we’d like just a few minutes of your time to show you what we can do.”
Cold Calling Script 2: Hesitation but straight to the point
We work with companies like yours that are looking to reduce their overhead and increase performance by moving all or some of their call centre services to a lower cost location.
Many of the companies we work with are really frustrated with the high cost [of] operating their own call centre and are looking for effective outsourcing options. Other clients we talk to are happy with their in-house call centre but are looking for ways to increase their staffing without taking on additional employees. I don’t suppose any of these are concerns of yours?
What works, what doesn’t Again, avoid the negativity and hesitation of saying “I don’t suppose …” A better way of asking the question would be, “What particular concerns about your call center could we help you with?”
You want to open a dialogue with the customer in your cold calling scripts and engage them. They’ll be far more amenable to talking with you further if they bring up their own problems, rather than having you point out that they might have insufficiencies.
On the positive side, this message gets right to the point, describes what the company has to offer, and states their value proposition succinctly and quickly. Well done!
I’m hoping to talk to the head of the logistics department.
Great! Oh, before you transfer me, could you please give me the name and extension in case we get disconnected. Thank you so much for your help. 1a.
(If you get resistance here) Let me tell you just a bit about our technology and perhaps you could recommend what department I should be talking to. We have a product tracking technology so much more efficient than the RFID technology that you use now, it would save each of your stores over $1.25 million.
I was assuming that this would be the logistics department, but perhaps you could steer me elsewhere?
(Now transferred to the correct person)
Hi Mr. Prospect my name is [NAME] from [COMPANY],
I was hoping to set up a time to talk with you about our new product tracking technology that can be used to dry and wet goods from underwear to crinkled up bags of frozen chicken nuggets. Initial tests show it as 28% more efficient and by our calculations, it should save each of your stores about $1.25 million per year.
(pause as long as needed here until Mr. Prospect talks)
2a. (If you get resistance here) Look, I understand that you are extremely busy. I also understand the awesome responsibility that you have in tracking each and every product in each and every store on the globe and on every truck and in every warehouse. If you give me a ten-minute meeting and we can’t convince each other that there’s a possible match here, I’ll do the honor of throwing myself out the door.
(again, long pause here)
Fantastic, I’m going to be somewhat in your area in two weeks, would you have 10-minutes the morning of the 22nd?
What works, what doesn’t
This script has a very strong intro for the beginning cold caller. It reminds the caller to get contact information up front and helps the caller navigate to a decision maker. It’s also good that the caller introduces himself, and gets right to the point and quotes up two important stats—percentage of efficiency and dollars actually saved. The language sounds natural and not stilted, which is also a positive.
What doesn’t work in such cold calling scripts is that there’s still some decades-old cheesiness here. “If you give me a ten-minute meeting and we can’t convince each other …” is both tired and negative, and frankly, any professional who hears this is likely to just hang up. Not to mention that any top-level executive knows that if he lets a salesman in the door, ten minutes is likely to be overrun unless they physically push them out the door. This message needs to be modernized: “May I have your permission to send you a pdf file with some information about our services and dramatic cost-saving features? I’d also like to schedule a time to talk if you’re available.”
Cold Calling Script 4: Free Consultant, too extensive
Another example from Keith Rosen at Profit Builders
Hi. (Your name) here from (Company name). Do you have a quick minute?
Great! I’m sure you are a busy and want to respect your time, so I’ll be brief. The reason for my call is this. We specialize in (working with small business owners, salespeople, managers, etc.) so that you/they can:
Well, Mr./Mrs… Smith, depending on what you are currently doing, I don’t know whether you have a need or an interest in our services. But with your permission, I was hoping to ask you a few questions and see if there is anything we are doing that you could benefit from. Would you be comfortable spending just a few minutes with me if I stick to my timetable?
If you could create the ideal solution for (XXX), what about your current product/service would you like to improve or change?
If you could magically eliminate three of your biggest problems, headaches or stresses what would they be? How do these challenges affect you/your business (bottom line)?
For my own understanding, what you are truly saying is…
Is that accurate/correct?
Would it be safe to say that if there was a way for you to:
It would be worth exploring/discussing in more detail?
Then let’s get together for (state timeline. [Ex: twenty minutes] to see if there’s a fit.)
I will answer your questions, share with you several options as well as demonstrate how our product/service will specifically address your challenges/objectives. Mr./Mrs.________, do you have your calendar handy?
What day would be good for you, towards the beginning or the end of the week?
Do mornings or afternoons work better for you?
What works, what doesn’t
This is a little more elaborate than the first example by Keith Rosen, and it demonstrates several clever ways to solicit information and engage the customer in conversation about problems and solutions. It also has a really strong closing. By asking if “it would be worth exploring in more detail” you’re far more likely to get a positive response, and the script segues easily and smoothly into setting up an appointment, without sounding pushy. This is exactly what you want to shoot for—an opportunity to act as a free consultant or information concierge.
What still needs to be cut in such cold calling scripts is the wavering wordiness. “I don’t know whether … but with your permission …” In today’s world, a caller must compete with social media, emails and visual media for attention. You haveless than 10 seconds to captivate your caller, so don’t waste it on useless, space-filling chat. Keep your messagebrief, strong, positive and to the point.
This is ______ calling you from [company] in [your town].
I am calling on [type of industry] leaders like you who are looking for [benefit you provide].
As a leading authority in the [business category] and as a member of this community, we feel it is our moral obligation to help [target audience] be as successful as possible. That’s why we’ve done some new research and found that there are [common problems] that effect this industry.
We have also discovered that there are [a number of success elements] that all successful companies use.
The purpose of my call today, specifically, is to find out if you would be interested in getting the details of our research sent to you for free. We’re going to be sharing this information with [competitors] and thought you might like to see it as well.
Tell me where you’d like me to send it and I’ll get it out to you right away.
What works, what doesn’t
What’s really strong about this pitch is that its call-to-action is actually an offer. You have just leveraged a 10-second phone conversation into an opportunity to send value-added information to a specific, decision-making target. Bingo!
Be sure to send an impressive portfolio with statistics and examples of efficiencies and savings and make it a permanent part in your cold calling scripts. Don’t drop the ball by sending out a fluffy, noncommittal, uninformative marketing brochure. If you’ve gotten the ear and the approval of a decision maker, you want to move the conversation forward and intrigue your prospect. This is where many companies sometimes suffer a disconnect—the salesperson achieves a connection through cold calling, but then assigns the follow-up to a marketing department that sends out a general purpose brochure. If you want to truly succeed in cold calling, then you need to be involved in every successive communication with your hot prospects.
Remember, keep your cold calling scripts strong, positive and brief. Get out your ginsu knives and trim off any unnecessary language. Be real, authentic, and engage your prospects in identifying their own problems. Once they are willing to discuss their own problems, they’re far more likely to be open to discussing new solutions. And that’s your foot in the door.
Cold calling isn’t at all difficult if you think of it as offering your prospect the opportunity to solve a problem. Keep that helpful, concierge mindset in front of you, and you’ll excel at creating and executing cold calling scripts.