If your selling involves a one-call close on the phone, skip this article. But if you need that face-to-face appointment to close or to begin a multi-step sales process, then you need a cold-calling strategy that builds enough customer interest to agree to an initial meeting with you.
Remote management of some of your salespeople was already common before the Pandemic, including those who worked for you full-time and those at independent firms that represent you. Increasingly, companies not only manage many salespeople remotely, but they have eliminated the home-office visit for hiring as well.
Sure, they loved you when you made your sales presentation, but they weren’t ready to buy yet. Several months from now, when they’re finally ready to buy, are they going to call you or the last person who just happened to walk in the door?
Whether your company is entering a new market, or you merely want to be more effective at marketing to your traditional types of customers, it is important for you to understand the issues, needs and preferences of the kinds of people and companies you are targeting.
“The sales meetings are boring.” “The sales meetings cover old ground, seldom settling the issues.” “The sales meetings never accomplish anything.” If these sound like descriptions of your sales meetings – whether live or remote – you need these tips for creating sales meetings that really work.
Most high-dollar complex sales involve messy purchase processes. You and your prospect must weight and balance many variables, such as dozens of features, price, delivery schedule, contract terms, implementation responsibilities, service life and much more. Balancing your dual role as both salesperson and buying consultant for the customer requires you to master great skill in negotiation.