How to Impress Your Sales Prospects Quickly to Get the Door

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How to Succeed in Outside Sales

In order to succeed in outside sales you need to start on the inside. So how do you cover a lot of ground to build your sales funnel these days ? It’s not easy because there are so many means of communicating with a potential customer. Nobody answers their phone anymore and nowadays some folks will not even respond to your email! They say that social media is the new way to the attention or communicate your information to potential customers and they will come to you, but eventually you will have to engage in a conversation with your prospect via telephone to get in the door.

Top Sales Techniquessales success

So how do you achieve sales success? After many years in sales , I actually developed my sales skills on the telephone to “get the appointment” working with one of the major radio broadcasting stations. There were 12 sales professionals selling to a very narrow demographic so you could imagine what was left to call on. My plan was to find old accounts that nobody wanted and to find ways to sell different demographics creating alternate needs for the our product. I wanted to cover as much ground as possible without wasting a whole lot of time and energy so the best way to target the companies that I had in my was to try to call them by phone to get a chance for an appointment. These days if you do get an appointment it means two things – They have a genuine need to see you or they need another quote which can also end up in a sale but that is a whole new conversation. The first thing I did was research on the company, and have some semblance of a solution ready for them when I got them on the line. One thing you NEED to keep in mind is that you do not want to sound like a canned sales pitch, to avoid this most successful sales professionals keep their “pitch” conversational and this is the approach I used . I was successful at this method because in the course of conversation I would find out in a short period of time if they were happy or not with their current situation then the prospect would invite me in for an appointment and then my chances were very good that I would end up closing them. Needless to say I increased my sales 400 percent using these tactics and was asked to become a mentor for the other new reps and then shortly thereafter to become the Sales Manager.

Sales Tips for Success

Most recently I had the opportunity to perform my skills with sales coaching for a software company that provides sales training to the automotive industry. I was tasked to listen in on the sales people’s repertoire and found that they would just go into their usual routine of presenting the product. Their close ratio was low and I found a couple of simple key things that helped them to be more successful. The first thing I taught them was to find out why the prospects inquired about the program in the first place. Then to talk about that pain at the beginning of the sales call and reiterate the pain throughout their sales presentation and attach it to the solutions that the software company offered.

This method immediately got the prospect talking and asking questions, which leads to closing the sale! (When your prospects starts asking questions you always have a good chance of selling them.)

The secret to successful telephone sales is getting the prospects attention in a very short period of time, this is why the company research and offering a solution to your prospect that creates value will get you in the door to insure inside sales success.