by Nancy Calabrese | Jan 7, 2020 | Best Sales Practices, Sales Prospecting
There are so many factors that you can NOT control in sales:
- The mood your prospect will be in when you get them on the phone
- Whether someone will even TAKE your call
- Whether your Producer will convert your hard-earned lead into a sale
So, let’s focus on what you CAN control so we can rock YOUR commissions in 2020!
According to a recent study, only 24.3% of salespeople exceeded their quota last year. How did YOU do? If you would like to do better – and even if you CRUSHED it last year, most good salespeople will be looking to do even better this year – here are some tips on how to control what you can in Sales.
Are you REALLY making all the calls you can?
If you are supposed to be dialing for 6 hours a day, are you just hitting your appointment setting quota and stopping, or are you really putting in the hours?
In that same study noted above, 66.7% of the respondents had reached out to fewer than 250 leads. We also know, from other research, that companies with less than 50 new opportunities per month didn’t achieve their revenue goals while those with more opportunities were more likely to hit and exceed their goals. So, more dials = more opportunities. Make sure you are making those calls!
It gets easier – or at least more rewarding
Interestingly, that report found that salespeople who spend MORE than 4 hours a day on sales related activities reported HIGHER levels of job satisfaction than those spending less time.
YOU control how many hours you put in, make the effort and it will pay off!
Move the ball down the field
Not every call will lead to a sale but make sure you are doing all you can to move the ball down the field – engage the prospect, gather critical data for future conversations, leave them with the info they need to remember you and your company and ask for a referral.
Positive Mindset = Positive Outcome
You never know what kind of day your prospect is having but you CAN control YOUR mindset. And that can make all the difference! Start your day with personal affirmations or inspirational words or video. Stay up to date on sales techniques and follow industry leaders on social media for insights and ideas. Follow us on Facebook , LinkedIn and Twitter for daily Sales tips and inspiration!
Master your Script
It may sound simple but memorizing your script really helps improve your confidence and delivery. And that can translate into higher levels of trust on the part of the prospect, leading to more appointments.
Master your Rebuttals
Ditto on your rebuttals. You WILL hit resistance and having rehearsed responses to the complaints you know you will hear will help ensure smooth, confident delivery when jumping those inevitable huddles.
Stay Unattached to the Outcome
When you are UNattached to the outcome of a call, you are will sound more relaxed and less salesy – two traits that actually result in MORE sales! This technique also helps YOU gain confidence, another sales booster as this builds the trust of the prospect.
Don’t fool yourself
Don’t fool yourself into believing that you have made all the calls you can. Or that you have mastered your script or rebuttals if you haven’t. Be honest with yourself and challenge yourself to do better.
As we all know, making sales takes some luck – but the harder you work, the luckier you get!
Good luck and best wishes for a strong 2020!
Do you and your team need a bit more ‘luck’? Give us a call at 908.879.1322 to learn how we can get you in control and rocking YOUR commission in 2020!
by Nancy Calabrese | Dec 16, 2019 | Advice, Sales Prospecting
Our 21st century world is NOISY! And I don’t just mean the audible assaults. I am including the constant barrage of media, social and otherwise, as well as the incessant arrival of emails and robocalls. As a Salesperson, cutting through all this noise to find and connect with prospects can be a real challenge. My suggestion is to let the Human Touch be YOUR Sales differentiator.
According to a recent Hubspot statistic, “the average person deletes 48% of the emails they receive every day”. This does not bode well for ‘cold’ emails as a sales tactic. These days, the likelihood of someone opening an unsolicited email from someone they do not know, is slim to none.
Reception of audio and/or video messaging is similar. These ‘one-way’ broadcast messages are seen for what they are – advertisements of YOUR products or services without regard for the recipient. A bit like billboards, these are a ‘one-message-fits-all’ approach that just adds to the noise!
Yet people DO still pick up the phone.
Your competition may be using phone calling as a Sales Prospecting tactic but more and more of them are using AUTOMATED calls. These so-called ‘robocalls’ give legitimate callers a bad rap and make getting through even more difficult.
What can a Sales caller do? My advice is to KEEP DIALING and when you DO get through to someone, be human! Be a real person who is honestly interested in learning more about THEM and THEIR business. Be warm in a world of ‘cold’ calls!
People do business with people they know, like and trust. Human dialog and conversation can build all of these.
Use your time with the prospect to ask questions and to really listen.
Listen for their passion and their pain points. Create PAUSES in your conversations that allow for hearing and responding, something that just is NOT possible in an email, text or any other ‘one-way’ broadcast messaging. Actual human conversation, between two people, leads to real engagement.
And I want to loop back to emails. Emails DO have value, just not as a substitute for ‘cold-calling’. They are a useful tool for setting up appointments and sharing information and documentation. And they can also help you stay top of mind once you have established a connection.
Let the Human Touch be YOUR Sales Differentiator
So, KEEP dialing and when you DO connect with someone, make sure they know you are a REAL HUMAN!
Need help with YOUR cold calling skills and scripting? Give us a call at 908-879-2911 – our training programs will get you and your team up to speed and on track to succeed!
And here are some more helpful Cold Calling tips:
Habits to Develop if You Want to be Successful in Sales
Active Listening – it’s more than just ‘hearing’ what your prospect is saying!
Control what you can in Sales
by Nancy Calabrese | Dec 3, 2019 | Sales Prospecting
I will keep this short and to the point – do NOT stop prospecting over the holidays! Yes, you may have a lot going on outside of work and yes, even when you DO get through to people, they may be distracted. But making the calls, and having conversations NOW, builds the relationships and the contacts that will turn into prospects and sales in the coming year!
Here are some important points to keep in mind:
- People may not be closing new business in December but the relationships you make this month are the seeds you plant to ensure a prosperous Q1 in 2020.
- Gatekeepers may be out of the office over the holidays, making it more likely you will be able to reach key decision makers directly.
- And when you DO reach those key prospects, they may be a bit less busy, in better spirits and receptive to chatting. This gives you the opportunity to learn more about them, their needs and how you can more effectively help them!
- Your competition probably ISN’T working the phones so it may be easier to get your calls answered and the people who DO answer the phone will be impressed by your work ethic.
- If your responsibilities include knocking on doors, making presentations and networking, you may find fewer people in their offices, but those that ARE there are probably a bit more laid back and able to talk.
- Remember, not everyone is celebrating in December – find the ones who are ready to work.
- Don’t fool yourself – if you are NOT prospecting over the holidays, you ARE leaving money on the table!
Don’t be discouraged – keep dialing and prospecting – it’s the best way to ensure a strong 2020!
by Nancy Calabrese | Nov 20, 2019 | Cold Calling Tips, Lead Generation, Sales Prospecting
Back in 2015, there was a lot of noise, much of it negative, around a comment made online that “You have the same number of hours in each day as Beyoncé”. The implication was, Beyoncé seems to be able to run the world with HER 24 hours and so should you! The gist of the negative narrative was, “Well, yes, but I don’t have a personal trainer, or household staff or a ton of money”.
I mention this because, as we plan for 2020 – and Yes, you SHOULD be planning for 2020! – we all DO have only 24 hours in a day and we need to be sure that we are making the most of each one of them. Here are some tips on how to make the most of YOUR Sales Prospecting hours in 2020.
First, let’s do the math:
At 6 – 7 hrs of Sales Prospecting a day (most of us work longer days, you can increase it as needed) X 5 days a week (again, in an ideal world we aren’t all cranking on weekends) = 30 – 35 hrs a week X 50 weeks (hopefully you are taking SOME time off!) which leaves you with 1500 – 1750 hours a year of Sales Prospecting time.
Here are some tips for making the most of YOUR Sales Prospecting hours:
- Commit to making calls EVERY DAY. Block out that time on your calendar and USE it – every day! Do NOT use this time to complete unrelated tasks.
- If your job entails more than calls, get THOSE activities on the calendar as well. Block out the live networking events, allocate time for digital networking on LinkedIn and other relevant platforms, plan the days when you will be knocking on doors and making presentations. By consciously ‘chunking’ out your days there will be less down time spent figuring out what you will do and when, making your Sales Prospecting hours more productive.
- Use a CRM specifically DESIGNED for outbound calling and lead generation, make sure you know how to use it properly and remember to USE it for ALL your Sales Prospecting.
- Be sure that you are working from a QUALIFIED LEAD list.
- Develop, memorize and internalize a script with a compelling message. Practice it until you are comfortable and confident in your delivery.
- Have your ‘toolbox’ filled with documents and cheat sheets so you are prepared to address and overcome objections.
- Have a plan. Work the plan. Commit to success!
Here are tasks that WASTE Prospector’s time – AVOID these:
- Using an OUTDATED or OLD Call list is a HUGE WASTE of time!
- Answering email and/or engaging on Social Media during your dedicated Sales Prospecting Hours is a WASTE of valuable time.
- Extensive research is a waste of time. We have a ‘1 x 1 rule’ – spend a maximum of one-minute researching LinkedIn and the Prospect’s website before making the call. You need to know who you are speaking with and the industry they are in – nothing more.
- Don’t be distracted by colleagues during your Sales Prospecting time UNLESS it is related to making a sale!
- Spending time on the phone with influencers is unnecessary – focus directly on the decision makers!
All of us will have the same number of Sales Prospecting hours in 2020. Many will waste their time on pointless or misdirected tasks. Some will work longer days and weeks to try to accomplish more. And some will work SMARTER, focusing on what matters most. How will YOU use YOUR Sales Prospecting time in 2020?
If you need help getting YOUR Sales Prospecting team up to speed, give us a call – we train, manage and monitor YOUR inside sales team to ensure real results! Click HERE to learn more.
by Nancy Calabrese | Nov 5, 2019 | Best Sales Practices, Cold Calling Tips, Sales Prospecting
I recently read a good post on habits to develop if you want to be successful in sales. In the post, she listed the following habits:
#1: Worry about what you can control
#2: Only do things that make you money
#3: Focus on the pipeline, not sales
#4: Be willing to lose it all
#5: Get face to face constantly
#6: Understand them better
#7: Leverage relationships
#8: Constantly get feedback
#9: Follow a plan
I agree with her his list and would add the following:
KNOW and MONITOR YOUR KPIs
KEEP dialing – don’t be discouraged – it is a NO business, keep dialing for that YES. Knowing your KPI’s should give you an idea of how many dials you need to make before you get to that YES.
You need to engage in ACTIVE LISTENING to get to #6. Lean into the calls and actively listen to HEAR the insights that give you the edge!
Get HELP – we offer training and management programs that get you up to speed, keep you there and on track!
Would you like additional tips on which habits to develop if you want to be successful in sales? Are there any additional habits YOU would add to these lists? Please follow me on LinkedIn at https://www.linkedin.com/in/ncalabrese/ where I regularly share tips and advice and be sure to join the conversation about this post!
by Nancy Calabrese | Sep 24, 2019 | Advice, Cold Calling Tips, Lead Generation, Sales Prospecting
Would you like to improve your cold calling results? As anyone who has ever shot an arrow will tell you, one of the KEYS to hitting the bullseye is knowing WHERE the target is located. Otherwise, it is like shooting while wearing a blindfold! Salespeople who are calling without being totally clear on THEIR targets, are frequently DIALING BLINDLY.
The ‘target’ in this context, is NOT the salesperson’s ‘target audience’. You can be dialing blindly even if you know your ideal prospects’ name, age and serial number. The targets that I am talking about here are the salespersons’ productivity targets. Without a clear understanding of YOUR productivity targets, also known as KPI’s (Key Performance Indicators) you may as well be dialing in the dark!
Here are some tips to improve your Cold Calling results:
How many tries does it take?
Do you know how many calls you need to make before you set a qualified appointment? This is NOT a trick question! This is a number YOU need to know and keep track of, based on YOUR lists, YOUR calls and YOUR experience. I cannot supply this answer, but I can assure you that if you identify and keep track of this number, you WILL be able to improve upon and reduce it!
Peter Drucker, the man who is often credited with having ‘invented’ the management practices of the corporate business world, famously said, “If you can’t measure it, you can’t improve it”. I agree!
Knowing the number of dials it takes to get to the point where you engage in a conversation with a decision maker is the first step to getting a handle on your target. The next step is knowing how many conversations, with decision makers, need to take place to set qualified appointments. You also need to know how may qualified appointments you need to set before you close a sale. Again, there is no one correct answer – this is a compilation of data based on YOUR experience.
Gather and use this information to set YOUR productivity targets
Identifying these stats will help you monitor your cold calling progress, keep you on track and close more sales. Once you have these numbers, you can challenge yourself to hit or beat them. You will be able to measure AND to improve them!
The first step to hitting ANY target is to be very clear on what it is. What are YOUR current stats and what will YOUR target be? Improve YOUR Cold Calling Results – don’t dial blindly!
If your sales team is dialing blindly and/or not hitting YOUR sales targets, give us a call at 908.879.2911 – our Call Center In A Box service includes the training, management and monitoring YOUR team needs to SUCCEED!
