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“If you won’t, your competitor will!”. How ƓƎ Ƭƞt ƘoƔƫ tƚƑƠetƒ, geƓ ƀƭtƞƍƭiƎn, anƃ ƈƧcƑƞaƬƄ yƨuƑ Ƭƀlƞƒ! PROSPECTING SALES
“If you won’t, your competitor will!”.
How t o t et , ge t i n, an c a y u l !
PROSPECTINGSALES
Contents
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The Sales Test
Asking For the Discount
5 Ways to be Memorable
Asking For the Sale
About the Author
Sales Prospecting | CoreyBrownSales.com
Why Your Business is Not Growing
Getting Your Business to Grow
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The Planning Triangle
It will take a really long time, there is little to no chance of success, and you will mostly likely quit or die before you reach your destination.
Unfortunately this happens all too often in the business world.
You must have a map to follow in order to achieve your goal. So, if I want to sell $1,000,000 in contracts this year, what must I commit to do so that I can achieve it? How many prospects do I need to start with? How many calls will I need to make to set the meetings that I need? How many qualified proposals will I need to present in order to close the sales I want to achieve? What size accounts should I pursue to achieve my goal? What prospecting methods will I employ? The answers to these questions create the map that you must follow to reach your desired destination.
Don’t be afraid to set a big goal, just be sure that you have the map you need to reach it!
The planning triangle is a simple, visual way to map out HOW you will achieve the goal that you have set for yourself. I keep this diagram on the wall at my office so that I see it every day. Setting a goal without a plan to reach it is like trying to walk to Alaska without using a map.
Sales Prospecting | CoreyBrownSales.com
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There is a cycle of acceptance that your potential customer has to go through before they are going to do business with you.
Persistence is the #1 skill that you must develop to be successful in sales. Getting through to the point of acceptance requires extreme persistence from you, the sales rep.
➢ Attempt #1: The first time you contact a potential customer they are thinking, “Who is this person that’s contacting me?”
➢ Attempt #2: The second time they’re thinking, “Why is this person contacting me?”
➢ Attempt #3: On the third contact attempt they are thinking, “I don’t know who this person is and why do I care?”
➢ Attempt #4: By the fourth attempt the potential customer thinks, “Dang it why is this person still trying to contact me? I don’t have time for this.”
➢ Attempt #5: By the fifth attempt, the tide changes. They are finally thinking, “Man, this guy is really persistent. I wonder what he has to offer me.”
➢ Attempt #6: By this point the potential customer is thinking, “Holy crap! Anyone this persistent is worth meeting with...the next time they contact me.”
➢ Attempt #7: On the seventh attempt they might actually answer the phone, respond to your email, or call you back.
Every customer goes through this cycle of acceptance. Whether it takes 8 steps or not will vary, but it requires persistence from you, the sales rep, to make it through however many attempts it takes to win the business.
The Cycle of Acceptance
Sales Prospecting | CoreyBrownSales.com
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There is one simple question that will test your ability to sell: Are you willing to ask for a discount?
If you can ask for a discount, you can ask for the sale!
Most of us were raised in families where money was not the most popular topic of conversation. This taboo topic has left us nervous and timid when it comes to asking or talking about money, even when it could benefit us.
There is a simple and practical way to help you recover from your anxiety, rid you of your fears, possibly unlock your hidden potential, and definitely test your ability to sell.
The next time you go to a store to buy something, ask for a discount!
The Sales Test
Sales Prospecting | CoreyBrownSales.com
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The key is to get good at asking, learn what works and what doesn’t, and don’t get
disappointed when the answer is no.
The person that disciplines themselves to ask gets the
sale...or the discount!
If you are at the store and the shirt you picked out is already marked 50% off, still try to ask for a discount. When you get to the register, ask the cashier’s name and while he is taking the security tag off the shirt, ask in your nicest tone, "Is there any coupon that I can show you that will save me 20% on this?”
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Asking for the Discount
You will be surprised at how often your request is granted! Even if you don’t get 20%, many times you get something. And the reality is that sometimes there is no discount and you will go on your way!
This is a good sales test because asking someone to buy something from you feels the same and ends with the same results.
Sales Prospecting | CoreyBrownSales.com
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If your business is not growing then you have one of two problems:
1. Either you are not doing the right things, or;2. You are not doing the right things enough
Why Your Business is Not Growing
Many people get mad and frustrated about their lack of income or revenue. Most are mad at the wrong problem. The issue is not their lack of income or revenue; their issue is that they don't have enough prospects feeding the beginning of their sales process.
Most people get distracted by the business of delivering their product or service that they forget they must push the business from a prospecting standpoint to keep it moving forward.
Sales Prospecting | CoreyBrownSales.com
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The laws of sowing and reaping are alive and active in every business in the world. You can't expect to sow few seeds and reap a bountiful harvest. You have to sow a lot of seeds because some are going to be eaten by the birds, some will be choked out by the weeds, some are going to hit dry ground, BUT some will grow and produce fruit.!
So if your business is having trouble growing, take a hard look at how many seeds you are planting through prospecting.
Take time to push your business, make the calls, set the appointments, and watch it grow!
The questions you should be asking yourself are:
1. How am I prospecting now? 2. How many prospects do I need to achieve my
goals?3. Am I using one channel to prospect or many
channels to prospect?4. Am I prospecting enough to meet my goals?
Getting Your Business to Grow
Sales Prospecting | CoreyBrownSales.com
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1. Leave a fun voicemail. Don't leave the boring crap that most people do about how you help people and how many statistics and all that crap. Leave a fun voicemail that actually sounds like you're a person instead of a robot.
2. If they're not responding to your emails send them something fun. Kick it up and try another approach. Send them a meme of something catchy and funny that gets your point across in a unique way! And for heaven’s sake, BE CREATIVE.
3. Show up to the event that your potential customer is hosting. Eat some shrimp with the guy, have a beer with the guy. That's the way you get to know somebody. Your email and phone call doesn't always work, so show up at their event
4. Stop by their office. I know all of you never want to leave the comfort of your office chair, but some people are old school and they make you get out of your chair and go visit with them in their office. You have to employ this method and be cool and memorable when you get there. Don't be boring!!! That is the key throughout this whole deal; you have to shake things up
5. Find someone who thinks you're great. Referrals are the best way to get business anyway, so find someone who thinks you're the bomb and ask them to introduce you to another guy that you want to think that you're the bomb.
5 Ways to be MemorableMost sales people are BORING in how they reach out to their prospective customers. My moto is, “if they don’t buy from me, at least they will remember me!” So here are a few ways to get attention & be memorable!
Sales Prospecting | CoreyBrownSales.com
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About Corey
I have been selling professionally for over 15 years, and by the grace of God, have seen much success in my career! I have worked with small companies and multi-billion dollar companies and have held positions in sales, sales management, and sales training. I have sold business-to-business and business-to-consumer. I have sold services, products, projects, intangibles, and I have learned, first hand, what it takes to be successful in sales!
My goal is to help you improve your skills and maximize your business development efforts, so that you can close more sales
and make more money!
Contact Me(252) [email protected]://CoreyBrownSales.com
Sales Prospecting | CoreyBrownSales.com
