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When prospecting, how do you find new clients who are in the market today? How to connect with them instantly and engage in a dialogue? In this podcast, we will show you the secrets of successful lead generation and what you need to do to start pulling prospects into the conversation.
Do you currently have a compelling reason to contact your prospects to start the conversation? One that is not revolving around your agenda? Are you in front of your prospects at the exact time when they are ready to buy? Do you know who is buying – today?
When prospecting, instead of calling your prospects blindly and pushing the information about your product or service in hope that they will listen to your pitch, you need to start pulling people into the conversation. I call this the Pull, Don’t Push™ selling method. You can pull people into the conversation IF you have a valid reason why you are contacting them today. That is Prospecting 101.
Searching for trigger events is the first step forming three main keys of every sale that are:
1. Researching and qualifying your customers
2. Being in front of them
3. Being there when they are ready to buy – timing.
Studies show that words account for 7%, tone of voice accounts for 38%, and body language accounts for 55% of the liking. When we communicate with our clients over the phone, we lose physiology or 55% of the communication. When using just emails to communicate with our clients, we use only 7% of communication.
Get their attention with the trigger event. And then, when you talk to somebody, the tone you use, every nuance of communication becomes vital because it influences a process.
The problem with sales prospecting today is that too many salespeople are picking up the phone and reaching out to their prospects, without having a compelling reason to speak with them. They confuse activities with results, and it is easy to get carried away by activities.
The key to successful selling is understanding a client’s buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy. Because of that, your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion.
When Prospecting – Stop using Features and Benefits!
What is future pacing, and how do you future pace your clients? Focus on getting clients to talk in future terms like they already bought the product or service from you.
You always have to make the deal stick, because if you lose it at this point, it can cost you a lot of money. You need to take people to a point in the future and get them to experience what’s happening in the future today.
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