Going In with Eyes Wide Open
Understanding and Shortening the Sales Cycle through Purpose & Character
Prospecting Real People | Market-Centric Focus | Solving Problems | Making Friends
Our Approach to Sales Cycle Methodology
It has been demonstrated time and again that rarely are sales orders written or contracts landed on the first, second or even third sales call. There may be as many as eight to ten views of your line over a period of years before a sale is concluded. Not very efficient, is it?
Is there a mistake driving this inefficiency, or is it simply a matter of human nature now to be wary of 'being sold'? I would suggest that it may be a little of both. For too long, salespeople have been told that there is a mechanical methodology to be followed so that you may finally plow through the line of resistance, make the tackle and win the ball. We think it is a little more than that. Here are the principle we feel should come before the process...
Know Your Prospects
Let me put it bluntly, cold calling is disrespectful and an embarrassment to the craft. Don't cross the threshold of a front door without knowing everything you can glean on who they are and what they do. Do they really need what you sell?
Respect the Gatekeeper
If there is a 'gatekeeper', introduce yourself and openly admit that you wish to practice 'sales intelligence' - collecting his/her perspective on who is the decision maker, and eventually an opinion on who is your competition.
State Your Purpose
Once you are in front of a decision maker, prepare your pitch but first state your core objective - something like this...
"This is what I hope to be the first of many meetings, but I recognize that this will only happen if... [click here].
We're so glad you were interested enough to click through to the answer!
"This is what I hope to be the first of many meetings, but I recognize that this will only happen if you become convince that I am more than just a timewaster, a diversion to your routine...
I feel the same way and want to cut to the chase. Products (or Services) aside, I am here with TWO PURPOSES in mind:
- To Solve Problems, and
- To Make New Friends"
Ask for Marching Orders
Salespeople have been unwitting slaves to their own egos. That what they're offering will in essence sell itself, train the staff and service itself. No, it is a quid pro quo. If you want to solve problems, then ask for problems to solve. Prove your value proposition.
Commit to Character
When you make a sales call, you are representing both yourself and your sponsoring company. You are speaking on behalf of one team that is keen on winning a place on larger team (your marketplace). The promises you make become the commitment of everyone.
Our Approach to Sales Tools & Applications
In today's digital age, there is no shortage of sales and marketing tools available to businesses. However, the challenge lies in finding the right tools that align with your specific needs and goals. At Pilgrim, we understand that one size does not fit all when it comes to sales and marketing tools. That's why our approach is to start by understanding your data collection needs and then sourcing or building the tools that best fit you and your team. By taking a customized approach, we ensure that you have the right tools in place to drive your sales and marketing efforts effectively and efficiently.
Why Partner with Pilgrim Consulting & Design for Sales Training
First off, because we really do listen.
Listening is the key to understanding the perspectives, concerns, and ideas of team members when faced with a problem or tasked with building a team. By actively listening to each team member, a leader can create a sense of trust and respect, fostering an environment where everyone feels heard and valued. This approach not only helps in identifying potential solutions but also in building a cohesive team that is invested in the problem-solving process. When team members feel that their input is valued and considered, they are more likely to be committed to the team's goals and work collaboratively towards finding effective solutions. Ultimately, listening is the foundation for building a strong team and successfully addressing challenges.
Contact Us:
Assisting Service Businesses Reach Their Fullest Potential for Operational Efficiency and Sales Profitability.
Call Us at 207.944.3495
Email Us at info@pilgrimcd.com
Assisting Service Businesses Reach Their Fullest Potential for Operational Efficiency and Sales Profitability.
Call Us at 207.944.3495
Email Us at info@pilgrimcd.com
