Using technical terms in an effort to “speak” the potential customer’s language can delay or deter buying decisions, according to a recent study. It reveals that sales information for high-tech products was teeming with terms prospects didn’t fully understand. Only 3% of the prospects surveyed said they fully understood most of the terms used in…
Finding prospects you can turn into customers is a never-ending task. Whether you’re using technology to help or just good old-fashioned networking and research by a salesperson, the sales funnel goes dry without prospecting. These posts can help.
There are no magic bullets when it comes to your salespeople getting a foot in the door with hard-to-see prospects. There are “strategies” that are almost guaranteed to turn prospects off forever.
Here are four of them you may want to share with your salespeople.
- “I’m going to be in your area on Thursday. Would morning or afternoon be best for you?” It not only won’t work, but it may make the prospect angry. It’s best not to request an appointment if the prospect doesn’t have some understanding of you and what you’re trying to sell.
For companies to beat out competitors today, it’s critical to keep in mind three things prospects need.
- Proof goods and services can deliver what’s promised of them
- The ROI they stand to gain through their purchase, and
- Assurance a company isn’t just trying to move product — but become a partner in their success.