I am a life-long learner. For decades, I have followed and trained with numerous coaches and participated in sales programs of all types. I strive to continuously improve my own skills and to bring new ideas and techniques to our One of a Kind Sales team members and our appointment setting programs.
Early on, in the 1990’s, I enrolled in a program with a prominent sales coach and trainer who specializes in teaching people how to Cold Call. I continued to follow her work and 3 years ago, I was honored to have an opportunity to strategically partner with her.
During our initial engagement, she learned about my business and the services we offer (Lead Generation, One of a Kind Search and Call Center in a Box). She had never outsourced her Appointment Setting but within six months, she engaged US to launch an Appointment Setting Campaign on her behalf!
After two weeks on the campaign, she expanded the scope of the project and last year she invited our account rep, to assist in TRAINING others in HER workshops!
This was a HUGE compliment and a testament to the quality of our team members and our Appointment Setting techniques!
Do YOU need more qualified appointments set? We can do this for YOU! Give us a call TODAY at 908.879.2911 to see how WE can become YOUR INSIDE SALES team!
And click here for more Appointment Setting and Call Center in a Box Case Studies.
If you are looking for growth, (and who isn’t), it’s a good idea to pay more attention to Presales. Presales is key in obtaining, winning and keeping customers. You may not feel this way now but you’ll change your mind when you have a better understanding of what the Presales Process is and what it delivers.
The Presales Process is comprised of three steps:
Research – In the research portion of the Presales Process a list of prospective “ideal customers” – those most likely to buy the company’s products – is developed. Once those prospects are identified, you’ll collect and study relevant information such as product descriptions, prices, and competitor information. This allows you to begin to understand the prospect’s needs, and their potential as a client.
Preparing for the call – The 2nd step involves creating a call strategy and script. Including prequalifying questions in your script helps weed out those that are not a good fit for what you have to offer. Each script is customized for each prospect.
Making the call and setting the appointment – During the actual call you are not only introducing yourself and the company to the prospect. Much of the call involves actively listening to uncover the needs and wants of the potential customers, as well as determining if they are a fit for your products or services.
The Pre-Sales Process not only identifies leads. It is an important step in building rapport and establishing the relationship with the potential client. It uncovers important information about the prospect’s business, such as goals and challenges. It is the groundwork from which the sales proposal will be made and the sale will be won. The Pre-Sales Process makes your sales team more efficient and armed and ready to close the sale.
Putting effort into your Pre-Sales Process is worthwhile. The Harvard Business Review sums it up as follows: “Souping up the presales engine can yield a five-point improvement in conversion rates, a 6–13% improvement in revenue, and a 10–20% improvement in the speed of moving prospects through the sales process.”
The upshot is that a well-run, dedicated Presales Process will improve your bottom line. If you’d like your organization to take better advantage of the Presales Process, One Of A Kind Solutions can help.