5 Tips to get your Sales going

How do you get your Sales process going in this Corona Era? Why would a prospect want to take the next step? What can you achieve when everybody is at home? How can I build trust as a Sales? Do you also have a question like these? Read my 5 tips to get your Sales process going, even in this Corona era.

  1. Take the lead

As a Sales representative, it is your primary role to help your prospect with his Buying process. And besides that, you also have to guide him through your Sales process. For opportunities, it is pleasant to have someone who is in the lead. And the best lead is a so-called Powerlead. With the Powerlead, every conversation starts with a positive, optimistic and inspiring tone.

Do you want to know more about the Powerlead? Read the book: Learned Optimism: How to change your mind and your life of Martin E.P. Seligman.

After this positive start, you have to build trust. Trust is something that you have to earn. You earn the first bit of confidence by taking the lead. They trust you that you will guide them through the process. That is the start of building trust.

Another way to build trust is by asking interesting questions that fit within the customer’s perspective. The prospect wants to have a broad and interactive conversation with its supplier. By discussing this overall vision of the problem, the opportunity can clarify which are the most relevant matters. If you start with the right questions, the prospect will see you as the leader of the process. And again, you gain trust as a reward.

Extra Tip: EXPLORATORY INTERVIEW

To get to know your prospect, count for approximately 30 minutes for an initial exploratory interview.

  1. Questioning & Listening

The best questions are simple open questions. Examples of this are. What can you tell me about X? What does Y mean to you? What does it mean for your company if Z is not completed next month?

These kinds of questions will help you learn more about your prospect. And understand what struggle they have. So, you can help them solve their problems. To be a master in questioning, you have to do 3 things right:

  1. Open questions
  2. New questions on the given answers
  3. Give support on the answers by signing like nodding, humming or saying yes

If you do so, you are genuinely interested in the success of the prospects. And how to achieve this. You build trust. Read more in Impact by Genieke Hertoghs and Harrie van den Berg.

Extra Tip: CHEAT

People are more distracted in video calls. You have to think about the questions you want to ask in advance. One big advantage of a video call is that you can cheat. Write down the Q&A’s and put them in front of you.

Extra Tip: SILENCE

When you are on that trust level, you can ask anything. Just like: “Under what circumstances can we sign this deal before the end of this month?” If you are silent afterwards, the prospect will talk. He will think aloud about the next steps.

  1. Next steps

Business sales take time. In B2B sales, we assume at least 7 contact moments and with an extensive DMU, ​​this number is even larger. It is thus advisable to go through process steps.

Within your video call, create a period of about 5 to 10 minutes to discuss the next steps. Steps you can think of are:

  • Which obstacles must be removed?
  • Which other decision makers should be involved?
  • Personalized demo?
  • What questions are still open?
  • What is the next step in the customer’s buying process?
  • Who will be present at the next video call? And why?

Whatever next steps you want to take together, it is important to record the next step. Do not forget to also set a time and date. Meet the expectations of the prospect by ensure clear process steps. And create space to exceeded and surprise your prospect.

By taking clear steps you also prevent that you have to chase your prospect.

Extra Tip: DEMO

A customised demo can be used in the Show, don’t tell technique. Get a huge buy-in if the customer concludes, that your product is the ideal solution for its problem.

  1. Follow up, always!

Every sales meeting and online sales meeting need a detailed follow-up. This is best done in an email that summarizes everything discussed during the video call. The big advantage of video calls is that you can record them. And thus, do not have to make notes during the meeting. This saves a lot of time and more proven.

Give the action points a clear place in the follow-up email. And also, who is responsible and what the due date is.

A good follow-up gives confidence that the buying process is being guided well. And gives the prospect the feeling that his problems are in good hands with you.

Extra Tip: ALWAYS BE CONTRIBUTING

Surprise your prospect with a little more information and a little bit faster. The opportunity feels that he is getting more than agreed. It instils confidence and helps your position as a trusted advisor.

  1. Adequate follow-up

Your potential customer can also send a follow-up email or respond to your follow-up email. It often contains detailed questions on discussed matters. But are still unclear to the prospect or not clarified yet. Or new things that have not however emerged. It is critical to respond adequately to such questions.

It is essential to do this adequately, and not fast, that is something different. It means you understand that these are crucial questions, and you take the time for the right answer. You have to include the customer in the expectation. It means that you immediately send a response back and says that you have received the questions and share the steps you will take to answer them carefully. You state when you expect to come up with an appropriate answer.

If for some reason, it is not possible to respond within this time, it is wise to inform the customer. You must have a motivating reason for this.

The most important thing you have as a seller is trust. Let’s reinforce this.

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