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3 Reasons to Slow Down Your Sales Process
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Hey, remember that one time you were doing a sales demo and got your head stuck in a car door trying to show off its safety sensors to a prospect? Oh – that wasn’t you? A certain car salesman in China wishes he could say the same. Stay selling. Stay safe.
In Today’s Jam
Sales Tip of the Day: Your Network Is Your Net Worth
The Sales Lab: 3 Reasons to Slow Down Your Sales Process
Weekly Poll: Fast or Slow?
Sales Q&A: Calling the Same Prospect 4x a Week?
What on Earth is an Omniscient Symbiotic Seller 🥴
Today’s Story & a Sales Scene
The Sales Lab🔬: 3 Reasons to Slow Down Your Sales Process
Every sales manager, sales person is reading this headline thinking… you got to be crazy.
We want to speed up the sales process- NOT slow it down!
There is a place where we want to slow it down, and that’s when we don’t have a clear picture of the problem or solution during a sales convo.
Don’t fall into the “I sent a proposal out” and now I’m winning, without understanding your prospects.
Fluff your pipeline with fake deals, and you’ll miss quota time and time again.
And remember:
You’re in Sales Not Customer Service
We all know sales is about asking and answering questions. But not all questions need to be answered – right away. In the initial stages avoid leaping to explain what it is you do and how great your company is. Sure the prospect asked about it but they don’t really care. “Tell me about your company” is essentially fluff.
Remember, they want to know what’s in it for them! So what do you do?
Answer their question… and immediately ask a question.
“Hey [Bill], you know, I’d love to tell you more about what we do. Right now, is “x” a challenge for you?”
Price Shouldn’t Be On Your (or the Prospect’s) Minds
In some cases prospects will request this as a way to cut the conversation short.
Cutting the call short is the last thing you want to — not if you plan to close. When they hit you with the “Just send me a price quote”, again, you need to flip it back at them.
“Yeah, [Bill], look I could send you a quote. But we’ve got ABC to XYZ solutions, and honestly, we don’t even know which one is right for you. Do you have two minutes to answer a couple of questions? That could help us both out.”
Most of Your Work Is In The Discovery
When you get a prospect talking prices, proposals, etc., this potential customer is already in the wrong frame of mind. They’re setting things up so you guys can negotiate. And sure, negotiating is an invaluable skill among sellers but it shouldn’t be your first priority.
You want the customer to trust you, not haggle you.
The idea is to ask questions that open them up, and reel them in with your expertise. Not to quote them prices (especially not high prices) before you’ve even figured out their problems.
Besides, how will you send them a good proposal when you don’t even know what their challenges are?
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It’s Time For That Dream Sales Job…💼
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Game Changers of the week🔥
Prospect “Not Interested”? Try This
Jeremy Miner shares another tactic to disarm prospects who aren’t over the moon about taking your call. Keep in mind: some of these methods work in theory and may need you to tweak them to suit your own style of selling. Check it out here.
Are You an Omniscient Symbiotic Seller…? We Can Explain
Hannah Ajikawo, CEO and Founder of Revenue Funnel talks the importance of social selling in the current sales landscape (what with email and mobile providers making it harder for sellers to connect with prospects). It’s become imperative that more sellers develop a personal online brand and play the “long game” when connecting with buyers.
Listen: Apple Podcasts | Spotify
Tired of Prospects Ghosting You? This Can Help
The team over at Sell Better breakdown play-by-play how to stop getting left in the dust by prospects. Specifically the ones who are don’t reply. Get the breakdown here.
These Statistics Prove AI Can Help You
84% of respondents said that AI systems provided advice on the next best steps to take with prospects (Gartner)
Translation: Technology isn’t a threat to sales professionals but an opportunity to explore new ways of (effectively) nurturing prospects.
More than 30% of sales-related activities can be automated with today’s technology (McKinsey)
Translation: There are 100 small tasks that can get in the way of you building relationships and nurturing leads.
Chat bots can [reduce] sales reps’ selling time by 15 - 20% while increasing deal flow transparency (McKinsey)
Translation: Tech can help with time management. Find out how top performing companies are using chatbots to optimize the sales cycle and work it into your process.
Today’s Story
Sales Scene of the Week🎬
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