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Could you possibly be confusing your prospects with business jargon? I’m sure you wouldn’t do it intentionally, but if you don’t pay close attention you might still be doing it.
If you're selling, you're most likely experiencing fear. I say that, because I've dealt with it my entire professional career. I've worried about meeting my quota. Then, when I did, I worried about doing it the next month. I was afraid of losing customers or worse yet, losing opportunities to competitors.
No one really talks about this fear, but it's underneath everything.
The other day I was at the Olive Garden talking to a prospective client over lunch. He was telling me about all the challenges his sales organization was facing.
Setting up appointments with new prospects was a nightmare. Decisions were taking longer and longer to make. Competition was everywhere, undercutting their proposals.
His reps were frustrated, discouraged.
“If only they could all be like Paula,” he said, shaking his head in frustration. “Can you clone her?
It is a fact. Many sales experts are telling us that 80% of sales roles will change by 2016. That doesn't necessarily mean that 8 out of 10 salespeople will lose their jobs. But it does mean that most of us are going to have to change the way we sell.
If you're like most sellers, you want to create the perfect message -- one that your prospects will read and immediately pick up the phone to invite you into their offices.
You agonize over what to include in it. You struggle to find just the right words to showcase your expertise without sounding like you're a braggart. You wonder just how much you should include about your company, products and services. And sometimes, you even write to me for advice!
Here's the deal. You need to get over it.
What if you were at risk of losing your best customer?
It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and who contributes a fair share to your income. Got it?
Good, because now I want you to put yourself in your competitor’s shoes. You want this account really badly. And you know whose currently got the business.
So as you sit now, in your competitor’s shoes, here’s some questions I want you to think about:
Connections matter. Big time. Recent research from Reachable.com shows just how much it impacts you're ability to get a callback from a "stranger." In fact, you're:
See. It does make a difference. But most sellers don't know how to leverage their LinkedIn connections nearly as much as they could.
To help you expand your thinking, here are some TRUE STORIES shared by people who took our 2013 Sales & LinkedIn Survey. By reading them, you'll discover numerous ways you can get in touch with someone even if you don't have a 1st level connection.
I was reading a non-sales related blog post the other day when suddenly I came to a screeching halt. Two words jumped out at me. And, I immediately thought – these words capture exactly what it takes to be successful in sales today.
Since publishing my two free ebooks Cracking the LinkedIn Sales Code and LinkedIn Sales Secrets Revealed, I get asked tons of question about how to use LinkedIn best. One of the most contentious issues relates to the use of InMail.
Numerous people have written to tell me it's a total waste of time -- that they never get responses from it. Yet, our 2013 survey results showed that top sellers used it nearly 4 times more than all other respondents.
I want you to think about all those prospects you’re planning to close this month. Pretty confident that you’ll get their business?
Well, I’ve got news for you. Research shows that 60% of the people you’re expecting to close – won’t. And they’re not going to your competitors either. They’re sitting there, mulling it over and asking themselves …. Does it really make sense to change?
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© 2013 Jill Konrath