The First Step
How is your sales pitch going? Does it seem like too many doors are being slammed in your face? Welcome to the world that too many sales reps endure day after day. You need to learn how to create more open sales prospects.
What they are missing is the critical first step in any effective sales process. To be successful in sales, your prospects need to be open to engaging with you.
Deserved or not, traditional salespeople, regardless of their consultative selling skills, have to overcome a bad rap. Many prospects react negatively to sales calls. At the very least they are guarded and generally unreceptive.
Salespeople must recognize that it does no good to push harder; they will only increase the prospect’s resistance. Instead, you need to reduce the tension. Only then can you begin to learn more about your target client’s priorities, challenges, and needs so that you can help them to succeed.
Compounding the problem is that very few sales professionals devote the time or effort required to be properly prepare for the initial sales call. According to Forester Research, less than 25% of salespeople meet buyer expectations, create value, or get agreement for a next step during their sales meetings. Much of the poor track record comes down to a lack of sales preparation.
Before you can even begin a real sales discovery conversation, you need a prospect who is willing to openly share their challenges and needs. Only then can you gain a true understanding of how you might be able to help them in a way that makes sense. You need to earn their trust and put their best interests first.
A Sales Technique that Works
The Bottom Line
As a salesperson, are you doing all you can to open a conversation that will reveal the wants and needs of your prospects? Learn how to open the door to new sales opportunities by creating more open prospects.
To learn more about how to create more open sales prospects, download The Top 30 Sales Questions that Matter Most When Selling Solutions
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