While I never profess to offer a “silver bullet” for winning more deals… developing a remarkable message actually comes close. Let’s face it… products and service offerings all start to look alike and my guess is yours, and your sales pitch, is no exception. Why would a customer pick you and your offering over another? Price? While most customers will tell you price is their driving reason my experience has been it’s always more than just that.
So… You’re working your behind off and doing all the “right things” to only have one of your more unsavory teammates annihilate your sales numbers and become the new board leader. To make matters worse they’re notorious for saying/doing anything to make a sale and all that implies. Where’s the “what goes around, comes around”? Where’s the integrity selling?
Their eyes were rolling and yawns appearing. They were bored. I was getting impatient and could not understand why they weren’t grasping the “pearls” that I was presenting. Their answers were off point and my responses became short and edgy. Each training had less and less impact. My sales training had gone flat.
Holiday season, tax season, vacation months are tough on sales professionals. Decision makers are more interested in their plans and monetary obligations. “Let’s revisit this solution after the holidays – tax season – vacation” is their mantra. What I have found, however, is that this can be a great time to prospect… with a strategy. Here are six fresh ideas that can help you with successful prospecting during any distracting season or holiday.
