There’s no doubt in the minds of anyone in the sales industry: the year 2020 has changed the cold sales landscape for the foreseeable future and it’s not over yet.
If your business relies on cold sales to meet revenue goals, you’ve likely seen a significant decrease in your bottom line this year. Here are the top 5 things your team should be doing in 2021 to improve your sales process.
The first objective in cold calling is to make it a warm call, or to get the prospect’s interest. This is almost never accomplished by making general references to the benefits of the product or service you’re selling. Potential customers don’t want to hear about what your product or service can do, they want to hear about what it can do for them.
This means cold sellers need to research their prospects and identify their primary pain points and problems. Then, you can tailor your sales pitch to the individual prospect you’re calling.
Today’s consumers are smarter than the generations before them and know what they want in a product or service. They’re not looking for tricks or gimmicks; they want value.
Consumers want to know that they’re not only getting the most for their money, but they’re also getting a product or service of quality that will have a positive impact on their pain points.
When cold calling, make sure the value you can offer prospects is clear and concise. The call should be less about closing a sale and more about how you, your company, and your product and/or service can help your customer with their problems.
Time management is one of the most important soft skills that an employee can bring to the table, especially in the sales industry. Being able to watch the clock and keep calls succinct but successful is a highly desired trait among sales and marketing teams.
Stay on track to meeting your daily, weekly, and monthly sales quotas by using project management and time tracking software.
Each day that you work, sort your call list from highest priority to least. For example, say you sort by prospects who have a scheduled callback date, then by the last date the prospect was called. However, it’s also important to randomize your call list.
If you call the same prospect at the same time each week, they’re likely to learn to expect your calls and let them go to voicemail. Mix up the times and days you call prospects to increase your chances of getting your prospect on the line.
Keeping your team up to date on the latest industry sales strategies will be critical in 2021. Make sure you have a plan in place to continue providing comprehensive sales training to your employees beyond onboarding.
Providing your sales employees with robust training opportunities is one of the most important investments you can make as a business.
Business Watch Network offers a wide selection of online training webinars for sales and marketing teams that can be accessed anywhere, anytime, and from any device. Contact us now to learn more about how training can help your team succeed in 2021.