Want to know where most of our clients come from? We rely heavily on our sales team to identify and connect with potential customers. The end goal being that the Pro sales team can work one-on-one with prospects, looking for value which in turn will create long-term business relationships. By “value” we don’t mean perceived value, value based on ROI, contract length or any other specific financial metrics. To us, real value is based on the possibility of mutual success that the relationship with prospects can initiate, and through completion turn them into customers.
Before we get started, the first step is to understand why mutual success is such an important priority.
1. Both parties must benefit from the relationship professionally and financially.
2. They walk forward into customer/vendor status with eyes wide open.
3. There’s an element of belief, or at least hope, that the relationship will continue and flourish.
4. The laws of physics, mathematics and human nature have been respected.
Though the idea of “mutual success” can be foreign to some in sales, it’s crucial to come to work every day excited to play the game of skill that is sales. The more skillfully you play the more success you will have (in accordance with the laws of physics, mathematics and human nature). At the end of the day it’s most important to go home satisfied and ready to live a life that is supported by the work done as a salesperson, not defined by it.
Below are six tips that any salesperson can practice in every interaction they have with their prospects:
1. Know whom you are reaching out to. Research can take a minute to an hour, but if you are prepared with specific information about your prospect, you are showing them your teeth and respecting them simultaneously. Everything is real from the get go.
2. Ask open-ended questions based on what you know. Make no assumptions, rather ask with genuine curiosity about their business, what they are trying to accomplish, where they are in their process or project, and how you can help them.
3. Be honest about how you can or cannot help them. Getting into a transaction that is based on the future, the past, or perceived value only, can lead to grief for both of you and your companies.
4. Fairness is tricky, but it is also inevitable. If you give up too much or try to take too much in a sales interaction, the laws of physics will take hold and kick you to the curb. This may not be an immediately perceptible consequence, but eventually there will be equilibrium.
5. Have fun, be creative, exercise your intelligence and wisdom, and be yourself. If you can’t do most of these things most of the time, then you may want to try a different line of work.
6. None of this has to be done with perfection in consistency or execution. Don’t hang a hammer over your head to hit yourself with when you make mistakes. Mistakes are human nature and therefore can be leveraged to move a sales process forward.
Do you have further insight or questions? Please reach out to us on Twitter at @WhitepagesPro. As the role of technical sales evolves, it’s important to continue the conversation.