Prospecting is a salesperson's lifeblood. But it's not easy to do well, and it's not that easy to learn, either. But don't worry. The best prospectors each have their own special habits and routines, but they share the following eight characteristics. Work on these behaviors and you just might find yourself filling the top of your sales pipeline better and faster than you ever have. 1) They actually set aside time to prospect.You know when you don’t do the dishes? It’s kind of an annoying chore despite it not being that hard. So you push it off just a little more each day, and before long you have a sink full of dirty china right before you have 10 guests coming over for a dinner party, when it’s too late. Prospecting is an easy thing to neglect, and by the time you remember you haven’t done it -- hello, empty pipeline! -- it’ll take quite a while to get yourself back to where you should be. That’s why the best reps make sure to set aside a block of time to prospect each day or week, and hold themselves accountable to doing it. 2) They don’t reinvent the wheel.Sales is far from a volume game, but the reality is that you’re going to have to pick up the phone a certain number of times or send a certain number of emails to get the number of responses you need. Even in a perfect world, you’ll probably never have a 1:1 ratio of calls made to deals closed. So you’ll have to do a good deal of prospecting to generate the pipeline you need. And that’s impossible if you try to develop some new system of prospecting each time you do it. The best prospectors develop an effective process that can be repeated at scale so they can prospect efficiently. 3) They’re really good at identifying good fits.This one seems like a no-brainer, but it’s worth saying: Great prospectors know their company’s ideal buyer profiles and personas cold. They can spot companies that are similar to their best customers, and they can recognize patterns of activity by decision makers that indicate it’s the right time to reach out. 4) They use technology to their advantage.We’re in the 21st century. More information is available to salespeople than ever before, and not using it to prospect is doing yourself a huge service. Great prospectors use every tool they have at their disposal to its fullest extent. Whether it’s knowing your CRM and marketing automation systems inside and out, using LinkedIn, Google Alerts, or other online tools, reps who excel at prospecting incorporate technology into every step of their routine. 5) They know how to balance quantity and quality.Like I said, prospecting is partially a volume game and partially about the quality of leads you can source. It’s essential to be discerning enough that you’re not calling everybody -- a waste of time -- but fast enough that you don’t spend half your day trawling LinkedIn. For four strategies on balancing quantity and quality in prospecting, check out this blog post. 6) They build social media into their routine.Whether or not you’re sold on social selling, you need -- at minimum -- to have a social presence. Monitoring your prospects’ social activity is one of the best ways to spot early indicators that they’re thinking about making a purchase or dealing with business pain. Look for questions about internal problems, posts asking about tools, or other posts that suggest a prospect’s having a problem you can help with. 7) They don’t jump the gun when they connect with a prospect.It’s exciting when you finally get someone on the phone. But remember that an immediate pitch, hard sell, or frankly any topic of conversation that’s focused on making a sale will just as quickly disconnect the two of you. Buyers want salespeople to be focused on their problems, not how you need to hit quota or would love to sell them a set of steak knives. So use the initial call to do some light qualifying of your buyer and feel out how good of a fit they are. 8) They don’t take meetings with just anybody.While booking meetings is the ultimate goal of prospecting, you need to make sure they’re good meetings -- otherwise it’s just a waste of your time to move prospects through the sales process. So be on the lookout for any red flags that signal that your buyer isn’t a good fit. Here’s a disqualification checklist to keep handy. What do you think the best prospectors have in common? Let us know in the comments below. Source: https://blog.hubspot.com/sales/sales-prospecting-best-practices ![]() |
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8 Habits of Highly Successful Prospectors
Posted by www.psmbrokerage.com Admin on Mon, Dec 07, 2020 @ 02:56 PM
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OPPORTUNITY: Portfolio Based Selling
Posted by www.psmbrokerage.com Admin on Thu, Mar 19, 2020 @ 12:02 PM
OPPORTUNITY: Portfolio Based Selling Are you tired of “chasing your tail” with limited residual income? Would you be eager to learn a way to enhance your business and create new opportunistic revenue streams? We have the expertise and the resources to teach you how to compliantly and efficiently sell Medicare and ancillary health products. If you are selling Final Expense insurance only today, according to statistics, 33% of your clients are buying Medicare Advantage and 28% are buying Medicare Supplements. That works in reverse if you are selling MA and not the others. Even the carriers are marketing the additional products to the clients you bring to them with a “one product mentality”. The real question as it relates to lost opportunity: Is someone else finishing the work you started? Advantages of Portfolio Based Selling:
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Tags: Sales Tips, Medicare Advantage, Medicare Supplement, tips on selling insurance to seniors
Selling Your Way Out of a Crisis
Posted by www.psmbrokerage.com Admin on Thu, Mar 19, 2020 @ 11:42 AM
Selling Your Way Out of a Crisis The time for you to start climbing out of the hole that you find yourself in is now. There is no benefit from waiting to begin your recovery. It doesn’t help you to wait until things settle down, watching them get worse, feeling a sense of dread, allowing yourself to be disempowered by events. Take Back Your Power When events and circumstances beyond your control derail your goals and plans, the fact that you can do nothing about the root cause of the challenge can make you feel as if you have no power. Even though you feel as if you are powerless, you are not. While you may not control the root cause of a crisis, you can manage your response. You can determine what you believe, and you can manage your reaction. There is every reason to maintain a mindset that is positive, optimistic, future-oriented, and empowered. Being confident doesn’t require that you pretend nothing is wrong in the face of overwhelming evidence to the contrary. Instead, it is the belief that you are going to succeed despite the challenges you face. An even more empowering belief system is one that believes adversity is a gift, one that stretches you, that causes you to grow, to improve yourself—and your company and your clients. Your mindset is critical because it is what will determine your actions. Nothing gets better unless you make it so. Build Your Plan of Action In a time of great crisis, especially one that impacts your business, it doesn’t pay to treat extraordinary circumstances like things are business as usual. Instead, it’s business unusual, which means you need to do things differently. That starts with a plan of action. When a crisis harms your sales, improving your results means more activity and greater effectiveness. Your plan needs to require massive action in response to the crisis that causes a loss or reduction of sales. There are only four ways to grow revenue, and you should use as many of them as possible, starting with selling more to your existing clients, communicating with them at a higher frequency, and making sure you retain them. You also need to acquire new clients, ones who can give you new revenue—and potential growth. However much prospecting you were doing before the crisis, you need to double your effort and increase the number of opportunities you create. There are always clients who need help recovering from their own crisis, and identifying and helping them recover helps you recover. When you have the power to do so, raising your prices increases your revenue. The last way to grow is to acquire a competitor. This sales strategy is useful for those with the resources to do so but denied to most sales organizations. |