Many sales professionals dislike sales prospecting. The process is often filled with rejection, and sales reps may not feel like it’s the best use of their time. Some sales professionals lack the motivation to prospect if their pipeline is full enough. Others may need training or support to prospect better. Whatever the case may be, sales prospecting can be tough. However, it is still essential to any sales team’s success.
So how can you get better at finding qualified leads? According to sales expert and author, Anthony Iannarino, you can begin by reassessing the fundamentals and putting in the effort to create new opportunities. We discuss his strategies in further detail in this issue of Promotional Consultant Today.
1. Believe in the power of prospecting. Getting better at sales prospecting begins with improving your mindset. Remember that your prospects need your help, says Iannarino. Even if they don’t end up buying from you right now, you’re still getting your name out there. Iannarino adds that expert prospectors learn from every rejection. If prospects say no to a meeting, they accept it as feedback that they need to improve their pitch. Your mindset matters.
2. Go back to basics. According to Iannarino, refocusing on the fundamentals can help you step up your sales prospecting. This means being consistent with prospecting. He says 90 minutes a day is a good place to start. You should give yourself distraction-free time by clearing your calendar, turning off your phone and shutting off your email. Remember to use the phone first, but also incorporate other mediums like email, LinkedIn and text messages. Iannarino adds that the best sales prospectors recognize that every client interaction can bring them closer or farther from a meeting. Use every opportunity to build trust and nurture relationships.
3. Use a sales script. Don’t like the idea of using a sales script? Many sales professionals don’t like them because they make them sound robotic. However, Iannarino says few things are more important than good language and talk tracks that can position you as a consultative salesperson. He adds that there is a big difference between using a script and sounding like you are reading from one. When you know what to say, you can build your confidence and increase your chances of landing a meeting.
Your sales prospecting efforts may include cold calling, cold emailing, reaching out to referrals or networking. When you get better at these efforts, you can turn more prospects into paying clients. Not every individual or business is a potential buyer. However, with effective sales prospecting, you can identify the leads that are most likely to purchase from you. While there’s no exact formula for prospecting, you can boost your chances of success by considering the strategies above.
Compiled by Audrey Sellers
Source: Anthony Iannarino is an author, speaker and sales expert. He’s the founder and CEO of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting firm.
Used with permission from PPAI Media