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Engaging the Perfect Prospect is the First Stage in Making a Profitable and Fast Sale

Engaging the Perfect Prospect is the First Stage in Making a Profitable and Fast Sale

Engaging the perfect prospect right at the beginning of the sales process is one of the most fundamentally overlooked elements of a successful sales process which concludes in an order.

I see too many new business development efforts, lead generation research and sales forecasts fall part because of poor initial sales qualification. This means 4 key things:

None of which are good if you’re looking for predictable sales results

Engaging the Perfect Prospect – Prospect Qualification is Key

To get some insight into why – check out Why Sales BANT is Not Enough and understand what good, ongoing, results orientated sales qualification looks like.

Because here’s the truth, when you get to the point of closing a well qualified prospect, it’s easy. The whole process is easy.

Selling to Your Prospect Shouldn’t Be Hard Work…

And if it is you really need to ask yourself why that is.

Now this may seem controversial, and maybe it applies to some business sectors more than others, but as someone who has been a sales person (and still is) and someone who has managed/coached/trained/developed thousands of sales people, then I believe that it’s not your job, or best use of your time to convert every single prospect you interact with.

Let me give you an example.

You’ve done your research, identified the key decision maker, understood their business, challenges, issues, pain and the implications of those.

Not wanting to be unprofessional, you’ve assessed the value they could derive from speaking with you.

You’ve dug around and feel there is key leverage there, definitely enough to warrant a good conversation.

In a nutshell, you’ve done your due diligence and now your ready to start engaging the ‘perfect prospect’ for your product…you know what value you bring to the table and are keen to understand the perfect prospect in more detail so see if the fit is as good as you think.

Now…

The Perfect Prospect is….Anything But Perfect.

In fact, your perfect prospect is closed minded, obstructive, blind to evidence, deaf to logic and totally head in the sand.

Now, you could say that’s his choice. And, you’d be right.

But in the paraphrased words of West Wing president Jed Bartlett…

Let Him Stand There in his Wrongness and be Wrong!

Because…You are not the idiot converter!

And, let’s face it, that degree of resistance is futile to fight against. You’d likely kill your spirit in trying.

Move on.

Avoid the world of pain associated with trying to convert the closed minded, those lacking vision, those without curiosity and those nursing an ego that will serve them as only egos can!

Because, your chances of getting a sales are dramatically reduced from the start, and the effort is rarely worth it.

Great prospects aren’t tough to do business with. They aren’t a walk in the park. But it won’t be a fight, or a battle of wills, a fight between egos.

Your perfect prospect doesn’t want to make your life a nightmare.

A perfect prospect wants to work with you. Engaging the perfect prospect might be challenging but it will always be productive.

There will be advancement during the conversations. Engaging the perfect prospect means will ask their tough questions, but they’ll also answer your tough questions.

There will be huge value in your discussions.

Mutual respect, and a win for both sides…

I Hereby Give You Permission

To walk away, no, to RUN away from the prospects who don’t see your value.

Invest in those prospects who value you, who value what you bring to the table.

Work with your perfect prospect and only your perfect prospect…because that’s where the rewards are. That’s where you’ll get a more than ample ROI on your sales efforts. You’ll save your time, your sanity and maybe your career.

Next Time You Think About Engaging with the Non Perfect Prospect….

Think about this. We all live in a Darwinian ecosystem. Just as spikes are a plant’s defense mechanism, then maybe a closed mind, ego and poor listening skills act in just the same way…

Either way, you’re worth more!

Happy Selling

Carol

carol@mortonkye.com

0779 002 1885

P.S. To receive free (and spam free!) weekly Sales and Business Development hints and tips directly into your inbox, register here for your free subscription to The Advanced Business Achiever.

If you’re looking for helping in finding and engaging the perfect prospect for your business then we have a range of training solutions to suit you, call for a chat 0779 002 1885

High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

High Quality Sales Appointments | Fill Your Sales Diary with High Quality, Qualified Prospects

Sales Appointment Setting 

Sales appointment setting is where the magic starts – lots of high quality  and well qualified sales appointments means there is a steady stream of sales opportunities to convert into orders and invoices.

A full diary means plenty of opportunities, and is a key leading factor in predicting sales success.

A half empty sales diary is just that little bit more stressful. In fact, I’d take it as a flashing red light that something needs to change.

But, consistently filling the sales diary full of high quality, well qualified sales opportunities on a regular basis is a major challenge for many sales teams.

Some sales teams can fill the diary ok, but the quality is so-so.

Often sales teams suffer from high cancellation rates.

And some sales people just struggle to hit the that critical mass of quantity of appointments they really need for a great sales pipeline.

So, whatever kind of sales appointment setting nightmare you’re suffering from, help is here, because in just 1 day I can show you how to really boost the quality and quantity of sales appointments in your sales diary.

Because – the truth is – a hot sales diary means a productive sales pipeline….means more invoices!

High Performance Sales Appointment Setting – Creating High Quality Sales Opportunities

As an appointment setter/business generator in any organisation it all starts with you.

You open the door, you qualify the prospect, you assess their potential value, you tailor your activity to give a healthy mix of long term prospects and short term wins, you push over walls and barriers to set up the opportunities.

This  sales appointment course is ideal for you if you are looking for ways to increase your effectiveness by adopting simple methodologies that will yield an increased conversion rate of quality opportunities and fewer cancellations.

Disocver how you can get more from your contacts, reaching higher level decision maker contacts, with potentially higher level requirements, using enhanced telephone profiling and needs driven questioning.

Using these developed sales appointment setting skills you’ll effectively and efficiently boost your pipeline with good quality prospects. Delivering better quality appointments and more of them.

What’s Covered?

You’ll develop your thinking around:

  • The Profile of a Perfect Prospect
  • The Psychology of Buying
  • Pre-Call Preparation to Lower Defences
  • Creating Confidence, Credibility and Curiosity
  • What Are You Selling?
  • What Are They Buying?
  • Getting to Yes
  • How to Qualify the Prospect in Call
  • Becoming an Industry Consultant
  • 6 Stages of Qualification
  • 6 Key Objection Handling Techniques
  • Trial Closing and Testing Commitment
  • Minimising Cancellations

Sales Appointment Setting – Course Outcomes

At the end of the course you can go back to your desk focused, motivated and with the skill set to book high quality appointments whenever you want.

You’ll be able to:

  • Negotiate gatekeepers professionally.
  • Present yourself as an industry consultant and not ‘just the appointment setter’.
  • Engage in a well constructed conversation rather than a sales pitch.
  • Quickly establish the needs of the buyer.
  • Fine tune your sales message depending on the buyers needs.
  • Test their commitment to addressing their needs.
  • Use trial closes to build commitment.
  • Identify and create buying signals to validate commitment on key criteria.
  • Gain referrals, even when no appointment is made.
  • Successfully remove or minimise any objections.
  • Use the weaknesses of the competition to capitalise on your company strengths.
  • Minimise no shows.
  • Fill the pipeline with good quality sales opportunities.
Sales Appointment Setting Training – Course Duration

Fully bespoke to your business, your current hurdles and your current objections.

This is the fastest way to improve your sales appointment setting and see an increase in the high quality sales opportunities dropping into the sales pipeline.

Sales Appointment Setting – Fees

This program is delivered on an in house, totally bespoke basis – call to check availability and rates.

You can also check this out – Discover How to Generate High Quality Sales Appointments and to Fill Your Sales Diary.  It’s a very quick read guide to accelerate your sales appointment setting and improve both the quality and quantity of those all important sales leads.

Carol 

0779 002 1885 

carol@mortonkyle.com

P.S. to receive sales improvement and business development insights into your inbox every week which is perfect for sales training sessions, sales coaching and daily sales team briefs, then register here for your free subscription to the Advanced Business Achiever

AND…if you’re looking for an in house Sales Training and Sales Improvement course, then check out TurboCharged Sales

Lead Generation for Professional B2B Sales People – Leads ++ 

Lead Generation for Professional B2B Sales People – Leads ++ 

Sales Lead Generation | How to Generate Leads for B2B Sales | At Zero Cost 

Lead Generation that’s Fast, High Impact, Easy AND Generates High Quality, Profitable Sales Opportunities at Zero Cost.

Suitable for: Professional Services, Law Firms, Accountants, Insurance Firms, High Volume Sales Call Centres, Resellers, Software Houses, Business Service Providers, Brokers, Multi Channel Sales Teams, any business with more than 3 products or services to sell.

Why?

If you’re dealing with customers and prospects on a daily basis then I GUARANTEE, you’re in charge a zero cost source of high quality leads.

You have access to a sales lead generation machine!

The truth is, you’re sitting on a HUGE asset.

Yet, so few businesses make the most of that asset to help then dramatically improve their sales lead generation.

Very few businesses turn that very valuable asset in to cash, profit, market share, competitive advantage, stable growth and sales certainty, because they just don’t know it exists!

Don’t be one of those businesses, because you don’t need to be hunting for business in the dark anymore.

Are you guilty of having a huge lead generation asset but ignoring it?

Don’t Make the Same Mistake.

Create high quality zero cost leads while competitors go chasing questionable business.

Don’t be the business that:

  • Ignores zero cost, high quality leads, because you don’t know any better
  • Refuses to accept high quality, well qualified leads into the sales pipeline, because you’d rather chase cold deals
  • Leaves their customer base open to competitor attack, because you don’t know how to be a wrap around provider
  • Struggles to fill the sales funnel every day, because you’re ignoring business leads that are straight in front of you
  • Sees precious selling opportunities go to their competitors, because you leave the sales door open for them
  • Falls foul of running half empty sales diaries, because you don’t realise that your most valuable asset could give you more
  • Struggles to get meetings with great prospects, because you’re missing a few simple techniques
  • Leaves pure profit on the table…ready for someone else to pick up, because you fail to do one simple thing
  • Spends endless time and marketing budget on chasing new business, because you think that’s the only way to grow
  • Accepts that ‘the leaky bucket’ is just part and parcel of being in business, because that’s what everyone else does
  • Struggles with customer retention and costly account management, because you make it easy for businesses to move from you

Can you even begin to imagine hope much all of the above costs? I can’t, but I know it’s a lot of money and even more opportunity going to waste…right under your nose.

Serious Lead Generation Action?

Yes Please!!!

Of course, sales lead generation is the life blood of every business.

Now you can cross sell, up sell, and generate leads in every single sales call, visit, customer service call, complaint call…in fact at every interaction with the customer or prospect, you can generate well qualified leads…

As many as you want…

Whenever you want…

In fact, with Leads ++ you’ll be able to sell and generate leads without selling!

You’ll see how easy it is to generate leads confidently, professionally and successfully on every single call.

Yes – every single sales, customer service or customer interaction.

Serious Lead Generation with Leads ++

It’s the fastest way to fill your sales funnel with leads, so you can get qualified sales leads into your sales pipeline whenever you want.

And the extra good news:

As if you need any more reasons BUT, this is all at zero cost.

Zero Cost Lead Generation!

This is the easiest way to:

  • Increase the quantity of sales leads in the sales funnel, therefore increasing the chances of smashing sales targets
  • Reduce sales lead acquisition costs, hence making more margin
  • Improve the quality of sales leads going into the sales funnel, which means that you’ll likely close faster
  • Save time, money and resources, which means you get extra days per month
  • Gain a steady flow of continuous sales leads for the sales funnel, so you don’t have to go chasing cold leads

All at zero cost.

That’s right – Zero Cost Lead Generation

Find out more here – just fill in the enquiry form below and I’ll send you everything you need to know about creating an infinite source of leads and sales for your business

Or you could just continue struggling…

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If you’ve any questions or queries – email carol@mortonkyle.com or call 0779 002 1885

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