How well do you come prepared for every sales call?
Today’s guest, Brian Higgins will show you the key points to help you come prepared for each sales call and take that next step to closing your sale.
Being in corporate America for 17 years, Bryan has rebuilt 7-8 sales teams in that course of time. He is also a certified coach and he is in constant search of new, out-of-the-box ideas. In the past 12 months, Bryan has finally made the leap to open his own sales consulting and training company with more focus on the tech space.
Here are the highlights of my conversation with Bryan:
Bryan’s philosophy before meeting or calling a prospect:
Learning points from Bryan’s blog post The 7-Point Checklist for Sales Appointment Preparation
Get data from the people you get on the phone (receptionist, etc.). Speak their language. Get the research down. Know your competition. Figure out what’s going to make them tick. Determine what path to go on and line up your resources as you go. Make cold calls first thing in the morning.
Have an idea of your prospect’s business objectives to gain their trust and that will give you credibility.
Have a post-game analysis after every interaction with a customer:
Bryans Major Takeaway:
“Be prepared. You may only have one shot so you want to professionally convey that your product is the best for them (if it is) and gain the knowledge and information you need to close the sale. Become a doctor of sales.”
Current projects Bryan is working on:
Bryan is presently investing on The Alternative Board (TAB) that provides private business coaching and advisory board services.
Visit Bryan’s website www.mysalesmatter.com
Read Bryan’s blog: http://www.mysalesmatter.com/blog
The 7-Point Checklist for Sales Appointment Preparation
Shout out to Jason Tripp!
Check out The Alternative Board
Connect with Jason Tripp (https://www.linkedin.com/pub/jason-tripp/21/43b/236)
Cool tools to make a killer first impression!
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.