Insights from the field
Prospecting is a rhythm thing. But to achieve rhythm, you need the constant space and time for repetition. Prospecting is also a cumulative success phenomenon. The more prospecting you do, the better it gets. Your message gets clearer, you respond more easily to resistance, and you get a better sense of who truly is ideal for you.
The thing to remember in selling is to move away from selling a noun, to selling a verb. For example, while Business Process Improvement may be a strike zone capability for your firm, your client is not really buying business process improvement. They're really buying what that enables - the ability to reassign resources, to potentially reduce headcount, or to increase speed to market for the R&D function. So your "verb" mandates that you speak to what it is and what your projects enable. So sell the “enable”.
Here are four things that we can all do to improve our success in prospecting and have more enjoyment in the process.
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.