By referring to the checklist each time you engage with a prospect, you’ll be more likely to remember and complete each necessary task to help you move forward with the sale.
Personalization is better than system
One of the easiest and most foolproof ways to leave a lasting impression on a prospect and create competitive differentiation is to send a handwritten note or personal video message after the meeting thanking the prospect for their time.
It’s a small but important gesture that can have a big impact. The best part is, you don’t need a system to write notes. Just make it a habit to write a note and send it right after you talk to a prospect.
It’s an easy way to show gratitude that they will notice, appreciate, and remember.
Remember to have real conversations
Especially in a world of data and systems, the human element of sales can get overlooked. Today, every sales team has five or more systems in their technology stack to support sales acceleration.
Along came more refined playbooks and guidance on how to sell and use these systems.
However, one of the pitfalls of modern sales is that it switzerland telegram data has become too mechanical.
You might think, "I have to follow this process. I'm going to ask this discovery question, this discovery question, and this discovery question," and forget that you're just having a conversation with someone.
In doing so, you put undue pressure on yourself to follow a process and check every box instead of having a conversation as two people.
Asking questions like, “What are the downstream effects of missing a preventive maintenance activity?” can help humanize the experience and encourage conversation.
We lose credibility when we forget that we are just talking to someone and choose to ask mechanical, textbook questions that should appear on a form or questionnaire.
It’s easy to take shortcuts, but investing the time and effort to do the small things well increases your chances of success.
As a leader, it is important to remind and educate salespeople on the value of fundamentals and basic principles. Sports coaches understand the importance of practicing fundamentals and strengthening muscle memory.