The field of technology is evolving constantly. A revolutionary product today could easily become obsolete tomorrow. That’s why the smartest developers know the best predictor of success isn’t knowing everything about the most cutting edge technology all the time – it’s understanding how technology enables relationships. Developers must stay in touch with what people want and how those wants are changing all the time.
There's No "Perfect Pitch"
Just like in technology there’s no perfect product, in sales there’s no perfect pitch. In sales, the key to successful prospecting isn’t about having the perfect pitch. It’s about understanding the underlying dynamic of the relationship and how to connect with each individual. That way, a successful salesperson can adapt their pitch to each prospect. If you are nervous and reciting preprogrammed lines—asking for a commitment—it pushes the prospect away.
Common problems:
• Stopped at the gatekeeper
• People don’t return messages
• Already happy with what they’ve got before you describe your product
• People tell you to email/send information
Tips to Improve Lead Development
It’s important to relax and be yourself if you’re going to improve. Don’t rely on a script. Memorizing things ahead of time is part of the problem – not the solution. Reality is too complex to plan out with a script. You need to get rid of some of your preconceived notions about politeness to be comfortable prospecting. Two common ones are: don’t talk to strangers and it’s rude to talk about money.
Hide Your Tell
There’s something coming across called a “tell” that subconsciously signals (verbally or nonverbally) to the other person that you’re nervous or insecure about the exchange. Instead of focusing on the script, focus on eliminating your tells. Stammering, pausing, etc. are verbal clues that turn it into a crash and burn scenario. Don’t look for approval.
Don’t get your personal identity and your salesperson role confused. You aren’t selling yourself. You will probably hear the contrary, but don’t be fooled. (Example: you’re more comfortable asking people to dance with your friend instead of asking them to dance with you.)
How to Prospect with Goals
Setting goals has been established as an important part of increasing productivity. But setting goals can be a two-edged sword. It can be motivating on one hand and stressful on the other. Remove stress and guilt from your goal-setting process. Focus on a goal that will make a sale possible, but not the sale itself. Discipline yourself with measurable activities, but focus on training yourself, not achieving immediate results. For example, attempt to connect with 10-25 people, but don’t just tell yourself to get 5 sales. Be able to step away from the day, guilt-free, knowing you’ve done your best.
Fake Rapport vs Real Rapport
Building real rapport will put you ahead of the competition. Fake rapport reeks of inauthenticity and begs for acceptance. Starting a conversation with an empty complement about your prospect’s tie is building fake rapport. It’s possible you do actually like the accessory, but it’s probable that they’ve heard the same thing from every other sales person. Real rapport is a product of authenticity. It will only come by honest answers to tough questions. You’re not begging your prospect for a sale, you’re exploring if a business relationship would be mutually beneficial.
Prospecting can be a tough part of the job especially at the beginning of your sales career. At Sandler training solutions we offer the training and tips you will have to wait years to learn on your own. Learn more about how to apply these principles from one of our latest books Prospect the Sandler Way.
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