Stop Blind Selling: 5 Stupid Things Bad Sales People Do
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Transcript of Stop Blind Selling: 5 Stupid Things Bad Sales People Do
An impassioned plea to all salespeople everywhere.
Stop blind selling5 stupid things bad salespeople do.
This is about all those other lazy so-and-sos who give sales a bad name. And who make your life harder.
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Think of it as an exasperated plea on behalf of The Prospect.Every prospect.Everywhere.Here goes… HELP
STOP
It’s hard because people don’t like being sold to. They resist.They distrust.They erect barriers and defenses.They ignore your emails and sidestep your calls.
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me BuyBrand
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Prospects are defensive and distrustful for one simple reason:
They’ve experienced the way far too many salespeople sell.
Here are five silly things salespeople should stop doing so they could sell more and anger people less.
They don’t do even the most cursory, rudimentary investigation into the prospect and what they might be up against.
So instead of starting with,“I understand your challenges and I can help”,
they start with,
“I’m calling to sell you the thing I’m paid to sell.”
OLD
OLD
You had to go to public libraries to find outdated annual reports.Or call everyone you knew who might know someone who knew the person you’d be selling to.
Today, you’ve got the Internet. And Google. And LinkedIn. And Twitter. You’ve got CRM profiles enriched with social media activity. You’ve got access to massive public databases.
That's silly.In your own company, there are dozens of people who could give you the insight that cracks open any given opportunity.
Some of them worked with the prospect in a previous job.
Others know the prospect company intimately.
Others are sitting on a critical expertise that’s super-relevant.
Now it isn’t.You’ve got social-powered collaboration tools that act like an internal Facebook (but with fewer cat videos).
So you can ‘follow’ experts and search for people with relevant experiences and track threads that discuss key issues…
The good news: a new generation of marketing automation tools – combined with CRM – is bringing discipline to how businesses manage their lead flow.
Today, with powerful, visual dashboards to track opportunities through the entire pipeline, everyone can see which sales processes have stalled and where they are in the funnel.
Information is the fuel of the sales engine.
The more you know
about every prospect and
opportunity, the more likely you are
to close it.
But a lot of salespeople think of information as a one-way street: they consume it but don’t capture and share it.
And the value is enormous:
For yourself – so you can remind yourself where each prospect is, what you’ve learned and what you need to say or do next.
For your team – so anyone can pick up the opportunity at any time.
For later analysis – so you can figure out what works and what doesn’t across many prospects.
Where does all this capturing and sharing happen?
Well, it has to be in the CRM – but ideally it’s in a CRM system with social collaboration built in. For obvious reasons.
If every salesperson did their homework, educated themselves, used all the resources at their disposal and harnessed the power of their team, selling would be more effective and more enjoyable for all involved.
Blind selling makes it harder for the entire profession.
Intelligent, informed, collaborative, social-powered, data-driven selling is the way forward.
About salesforce.com
Salesforce.com helps sales people succeed.
Our Sales Cloud platform increases pipeline generation, reduces sales cycles, and improves win rates.
On average, salesforce.com customers see +36% Sales Productivity, +26% Win Rate, +25% Pipeline, +45% Forecast Accuracy
Further reading:
And for lots more resources on prospecting, dashboards and social-powered selling, visit the Sales Library on our Social Success site.
If your CRM platform doesn’t support the kind of selling we’re talking about here, or you don’t have a CRM tool at all, download The CRM Switcher’s Guide: Five steps from old-school to social , mobile , cloud- powered CRM.
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