When prospecting on LinkedIn that you want to contact, it is time to figure out how to reach out, and you have a few different options: Send an invitation to become LinkedIn connections Send an email message through LinkedIn Send an email outside of LinkedIn Call the prospect INVITING TO BECOME CONNECTIONS If you [...]
One of the main sales tips that we recommend is to not sound like a salesperson that is trying to sell something when communicating with prospects. But there are two reasons that make this even more important when communicating with prospects on LinkedIn. First, the people that you want to pursue are likely getting messages [...]
If a salesperson is operating more as a taker, he or she might feel less confident about the reason for contacting a prospect, and this can lead to the salesperson using weaker language than he or she should. For example, many salespeople will open a cold call or email by saying something similar to one [...]
One thing you can do to improve your mindset when selling is to view yourself more as a helper when talking to prospects. This can be helpful because when you are in product selling mode, it can be easy to view yourself as a “taker”—you are calling prospects to initially take their time so that [...]
Here are some dos and don'ts for prospecting on LinkedIn. Don’t Sound Like a Salesperson There are two reasons it's even more important not to sound like a salesperson when communicating with prospects on LinkedIn. First, the people that you want to pursue are likely getting messages from a lot of product-selling salespeople. With [...]
Many salespeople view closing sales as the key thing they need to improve in order to sell more. I personally believe that if you do the right things during the sales process, closing should be the easiest step. And in some cases, deals will almost close themselves. A Good Sales Message Makes Closing Easier If [...]
One thing you can do to close more sales is to try to find a compelling event. A compelling event is a date of significance for the prospect regarding his or her need to purchase your product. For example, if the prospect is looking at replacing a current vendor and the current contract expires on [...]
This is a recording of a webinar that we hosted on how to write good cold emails. If you would like to download the slides from this video, you can do that below.
One of the more powerful closing tactics is the sales takeaway. This tactic is where the salesperson switches from trying to get the prospect to buy the product to trying to take away the option for the prospect to buy the product. How to Do a Sales Takeaway Here are a couple of ways [...]
Trial closing is performing a “test” close to identify where the prospect is in terms of his or her level of interest. Here are some examples of closing questions that you can ask to perform a trial close: What do you think about what you have seen so far? How do you think this fits [...]