Life on a sales team is fast-paced, quick-moving and high-pressure. Your job is to hit your quota and keep on selling. For salespeople new and experienced, there is always a push to find the latest, greatest tip to help you succeed. (Of course, salespeople are often quite competitive which means that succeeding is often synonymous with exceeding your peers.)
So what’s the key to succeeding in the sales world?
Connecting with prospects and turning them into customers.
The way you approach prospects varies based on a number of factors, including your personality, your experience level, your product and the industry in which you sell. You wouldn’t expect a salesperson at a 5-person startup to take the same approach as a field salesperson at an enterprise company.
Despite all the variation, there are still some basic tips that hold true for connecting with prospects… or are there? Much of the advice out there contradicts with other prevailing notions.
Juggling the expectations of what it means to be an effective salesperson is a full-time job in and of itself. Even if you get the act down, you might just fall into the trap of being too self-conscious.
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So what do we know for sure when it comes to speaking with prospects?
Take a step back to the architecture of your sales team. The most important aspect of your approach isn’t whether or not you use the word “please.” The most important aspect is the software that you use to reach out to customers.
Business tools like Salesforce and Talkdesk cloud-based call center software are essential factors in the success of your sales team. How could any rep make a deal over the phone without exceptional call clarity? Without comprehensive background information, all your calls turn into cold calls. When a rep forgets an important aspect of a past interaction, call recording has their back. And, best of all, these advanced tools save reps time so they have more time to reach out to other prospects.
In the swirl of information out there about becoming the best rep you can be, don’t forget that your business tools are the wind beneath your wings. Factor that in as you continue in your efforts to succeed in the sales world.