Blog Articles are Posted Every Thursday
Stop by each Thursday and read the newest Savvy Sales Blog to help inspire, motivate and share sales information with you. Do you have a sales question you'd like answered? Submit your question in the form below.."ask Christine!" The Savvy Sales Lady will answer your question in her next article!
Essential Follow-up Tip from a VP of Sales
Last week, I had an interesting conversation with a prospect who's the VP of Sales in the technology industry. He commented on my level of professional persistent follow-up. He shared his secret on how he chooses which sales professional to engage with in a sales conversation. If you're not doing this one thing that the VP suggests, you might want to consider adding it.
In today’s article I'll be sharing two examples; one example of what to do and one example of what not to do.
IS IT A GOOD IDEA TO ASK ABOUT THE BUDGET?
Raise your hand if you’ve been trained to ask the buyer about the budget. I’m raising mine because I was trained that way.
Let’s think about this a little deeper.
We’ve all been taught to “qualify” the buyer. Right? One way to qualify if the buyer can purchase is to uncover their personal budget (if selling B2C) or the corporate budget. The question we’ve been all taught to ask is...
WHAT BLOCKS YOU AND YOUR SALES SUCCESS
You may recall I wrote an article Do Referrals Drop in Your Lap…well sales success never drops in your lap either!
Here’s the thing…you don’t need to be brilliant or even a genius to be a sales success. Being average will get you there if you avoid doing this one thing that I bet your competitors do quite often.
Let me give you some examples.
BEST VOICE MESSAGE FOR PROSPECTING
What do you do when calling a prospect and you get voicemail? Do you hang up or leave a voice message? Here are some sobering stats from LeadFuze.com
- The average voicemail response rate is 4.8%.
- The optimal voicemail is between 8 and 14 seconds.
- 80% of calls go to voicemail, and 90% of first time voicemails are never returned.
I’m not sharing this to discourage you, but so you can be realistic about your results when leaving a voice message. Keep Reading
Your time is your own. You can use it any way you want. I appreciate the time you spend by being a part of the Savvy Sales Community. And today I'm asking that you take 3 minutes of your time to read this post. You'll learn one small step you can take to improve the next 24 hours of your sales day. PLUS I'm announcing a new way to help you.
Jordan Peterson states we are running at about 51% of our capacity. Here’s the question he poses..how many hours a day do you waste? The typical answer is 4-6 hours per day. If you’re not sure how many hours a day you waste then how much screen time does your iPhone report each week? Ouch!