New Sales Prospecting Skills
Learn About New Sales Prospecting Skills
By, Nick Moreno – Professional Sales Trainer
I don’t blame most salespeople for hating the chore of sales prospecting for appointments. For them, sales prospecting is like going to the dentist, it’s something you have to do. So, they hit the phones, litter the Internet with E. Mails, bang on doors and do a ton of other sales activities just to find someone to talk to, qualified or not. Isn’t it time to use new prospecting skill?
Then, to make things worst, they have to deal with all that rejection. Sure, they try not to take it personally but that kind of massive rejection has to get under your skin. Many salespeople have to dial one hundred phone numbers just to get three or four sales appointments. It’s not fun and it’s not productive. Yet, they think their prospecting skills are just fine.
Prospecting Skills About Dealing With Gatekeepers
Salespeople are taught to “call at the top” and reach the ultimate decision maker. Unfortunately, “Gatekeepers” surround those ultimate decision makers. The Gatekeepers protect their ultimate decision makers from “people trying to sell something”. Just one more thing that makes sales prospecting a painful sales activity but there’s more! You can quicky get past gatekeepers by using powerful prospecting skills.
Prospecting Skills About Voice Mail Messages
Salespeople also have to deal with “automated” Gatekeepers, Voice Mail. Isn’t anyone ever in his or her office? Can’t someone just pick up the phone? So, the salesperson leaves a quick message knowing very well it will get deleted after the first three words are heard. Yes, sales prospecting is a painful sales activity when you lack powerful prospecting skills. There has to be a better way to find qualified prospects.
Sales Prospecting Skills
The problem is with poor sales prospecting skills. And, where did those poor prospecting skills come from? They came from poor sales prospecting training. Please don’t get me wrong. There are some great sales prospecting trainers like my friend, Tony Parinello. But, for the most part, sales prospecting trainers just don’t get it. They encourage salespeople to use tricks and manipulation to land a sales appointment. So, now you have a sales appointment with a highly unqualified person that will never buy anything from you. Thanks a lot! Tricks have nothing to do with professional prospecting skills.
Improved Prospecting Skills
There is a better sales strategy to prospect for appointments and that better way is to use new and improved sales prospecting skills. If you use powerful sales prospecting skills, you’ll never have to beg for another sales appointment. You’ll know how to work with Gatekeepers and how to leave Voice Mail messages that can’t be ignored. You’ll meet with qualified decision makers that have a real need for your product or service. It all changes when you start using improved sales prospecting techniques.
Prospecting Skills Training
In this article, I can only point you in the right direction but it’s a healthy first step to improved prospecting skills. You see, if you want some one to meet with you, you must give that person an overwhelming reason to meet with you. And, that overwhelming reason has nothing to do with your product, pricing, features or the great company you represent. If you are using those things to get sales appointments, welcome to the rejection propeller.
People will meet with you if they are totally convinced that you know something they need to learn about, fast. That’s the secret to successful sales prospecting. Doors open wide when you start using that kind of sales prospecting skill. These are the sales prospecting skills I reveal in my “Leverages Sales Prospecting” training program.
So, if you are down and out when it comes to sales prospecting, know you are not alone. The key is to start using new sales prospecting skills. Leverage what you know and others want to find out about to open doors. Give your prospects a compelling reason to meet with you and good things will happen. If you are having a hard time crafting that message, check out my sales prospecting training program, “Leveraged Sales Prospecting”.
Now, go out there and make it a great day!
Nick Moreno
Professional Sales Trainer