Give one of your reps a new sales lead…what will they do first?
Sadly, most immediately grab their phones calling the lead to get a conversation, or even better, schedule a face-to-face appointment.
But these reactive “Ready – Fire – Aim” people are just “shooting into a darkened room.” It’s kinda hard to hit something if you don’t know what you’re aiming for and can’t see the target.
Could you improve your chances of selling this prospect if your salesperson’s first action were to conduct company and contact name online research? Check LinkedIn to confirm job titles, prior jobs and education levels? What about Facebook to learn more about their hobbies and interests? And checking company records to see if they’ve ever been a customer?
A sales team improves when they improve their selling steps, processes and approaches. Success in selling today requires reps to see selling as a habit of processes.
Today’s video discusses the challenges following a “Ready – Fire – Aim” selling approach. Doesn’t it make sense that more research and learning more about your prospect (and more than your competition) before you start firing/selling could help you sell even more?