In Prospecting, Sales Training, Selling Basic

Stop Selling and Start Leading, The Sales Evangelist Podcast, Leaving VoicemailIt’s frustrating to contact decision-makers and discover that they’re not calling back. You’ve got a great product, and you provide great service, but you’re not getting access to them.

On today’s episode of The Sales Evangelist, we discuss some little-known secrets about decision-makers. We’ll address why you must distinguish yourself from the pack in order to escape “voicemail jail.”

Trading commodities

Early in our history, people traded commodities like milk and grain.

When manufacturing entered the picture, sellers were forced to distinguish themselves and their products from others in the marketplace.

We’re in a different era now. Everyone expects quality products on a timely basis. If you can’t provide those things to your buyer, they’ll get them from Amazon.

The question, then, is what can you do for your prospect that stands out from the crowd? How can you distinguish yourself beyond quality and timeliness?

Creative contact

Imagine Congress passed a law tomorrow outlawing sales calls to businesses.

Sales professionals would find ways to be creative. We’d use LinkedIn or social selling, but we’d find a way to contact our prospects.

As it is, the phone can be a crutch.

Which emails and voicemails do you imagine they delete first? Why do you suppose they’re not calling back?

Each of these people has something on their radar that is their main focus. If you can offer me something that addresses that part of the job, you’ll make their life easier, and you’ll more likely get their attention.

Specific challenges

What is the CEO or CFO of the company most concerned about? What is the business driver?

Have you read the website to identify the company’s vision or goal for the quarter or the year? Are they expanding? Planning to sell?

Investigate. Find the problem the company needs to solve. Bring something to the table that demonstrates your interest in the company.

Imagine your research revealed that the company is losing $10K a month in processing fees. Your email subject line might say “$10K is going down the drain each month, Donald.”

In the body of the email, I’ll indicate that I’ve spoken to Pam in the organization, and I have a solution to the $10K problem.

You could even send a fake $10K bill to the company with a note about the problem attached.

Offering specifics provides value to the company and demonstrates your interest in helping solve problems.

Dream 100

If that seems like a lot of work, consider that I encourage people to target their Dream 100 prospects.

Create a list of the dream clients you’d most like to reach and work personally toward earning their business.

Episode resources

We create this content because we want to help you create value, make a deeper impact, build experience, and get out of voicemail jail.

Check out Stop Selling & Start Leading for a blueprint on buyers, and how you can increase your sales.

Join The Sales Evangelizers on Facebook to interact with sellers of all levels, from all regions, in all industries.

Sound provided by Free SFX.

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