Welcome to “The Pipeline” — a weekly column from HubSpot, that includes actionable recommendation and perception from actual gross sales leaders.
Some time again, I used to be on the park, and my telephone rang. I hardly ever get telephone calls, and I often ignore them. This time, one thing felt totally different. I made a decision to select up. Unhealthy transfer — it was a salesman.
Him: Hello that is Sean calling from Bulletproof Lead Gen. Do you’ve a min—
Me: Hey, I’m not . Have an ideal day. *hangs up*
My response is what we as salespeople face each single day. The truth is, when my crew and I discuss to gross sales groups, one of many challenges we hear most about is prospecting. Discovering certified prospects is tough sufficient — however your work isn’t finished as soon as you discover certified prospects who match your purchaser persona.
You continue to have to maintain them sufficient to pay attention and purchase from you and never a competitor. Listed here are 5 soundbites that we’ve discovered prime gross sales reps use to develop curiosity in prospects and maintain the dialog shifting towards the shut.
5 Phrases High Salespeople Say on Prospecting Calls
1. An introduction baked with credibility.
There was nothing offensive about Sean’s introduction. He was well mannered and sounded well-meaning. However the second he requested for a minute of my time, my instinctive reply was no. He didn’t clarify why he known as or why I ought to give him my time. I used to be enjoyable within the park — not ready for a gross sales pitch.
Right here’s what Sean may have stated as a substitute to get my consideration.
“Hello, that is Sean calling from Bulletproof Lead Gen. I’m calling as a result of I noticed that you just downloaded an e-book about producing extra leads earlier right now. I’ve helped dozens of firms develop their leads and income. Would you be fascinated with having a dialog about how I may also help your online business?”
With this kind of introduction, the rep instantly explains what made him name and the way he hopes to assist me. I’d be open to studying how I may enhance my enterprise even when I had no intentions of shopping for something.
2. A business-oriented worth proposition.
Worth propositions usually take the next type: “My product will allow you to obtain X, Y, and Z. Listed here are its 147 options.”
This strategy sucks. Translate that monologue right into a narrative about precisely how these options will make your prospect’s life higher. By providing tangible outcomes, you make it extra clear that your services or products is effective and value your prospect’s time.
Right here’s an instance of an efficient worth proposition written by gross sales knowledgeable Jill Konrath:
“We assist giant firms scale back the price of their worker advantages applications with out impacting profit ranges. With the spiraling prices of healthcare right now, this can be a vital problem for many companies. One in all our current shoppers, a big manufacturing firm just like yours, was combating easy methods to scale back spending on this space. We saved them over $800,000 in simply six months. Plus, they didn’t lower any providers to their workers, nor did their workers must pay extra.”
3. A rapport-builder.
Analysis reveals solely 3% of patrons suppose salespeople are reliable. Constructing rapport is an important a part of constructing belief together with your prospect. If a prospect doesn’t belief you, they received’t purchase.
Correct rapport-building requires analysis to search out speaking factors together with your prospect. That might imply discovering their LinkedIn or Twitter profiles, their web site, or different content material and data they’ve shared.
Listed here are three examples of questions that may allow you to construct rapport:
- “I see that your organization is situated in [NAME OF CITY]. I went there on a visit final month. Is your workplace situated proper within the metropolis? Have you ever ever been to [NAME OF RESTAURANT / OTHER LOCATION]?”
- “I noticed in your LinkedIn that you just beforehand held a job as [ROLE] and now you’re doing [CURRENT ROLE]. How did you make that transition?”
- “I noticed on Twitter that you just simply visited [COUNTRY]. What was the spotlight of your journey?”
4. The second-level questions.
Listening doesn’t simply imply being quiet and letting the prospect converse. You must display that you just’re listening. This implies asking second-level questions — questions that construct on those you’ve requested earlier than and require inferences in your half.
Beneath are two phrases you need to use to indicate that you just’re open and keen to listen to what your prospect’s challenges are and display that you just’re listening to them by reiterating and diving deeper:
- “You’ve spoken about [X challenge]. Once I encounter prospects with this downside, they’re usually additionally going through Y and Z. How are you fascinated by these areas?”
- “So what you’re telling me is… [summary of what they told you]. Will you inform me extra about [specific point]?”
5. The positioning assertion.
Positioning statements are a gross sales rep’s secret weapon. They seize the aim of a product and the way it’s used — they usually assist form a line of questioning and worth proposition that’ll make the prospect say, “Sure! That’s me!”
They’ve two targets:
- Make your self extra credible
- Qualify the prospect to ensure it is sensible to proceed the dialog
Say one thing like: “Once I discuss to companies like yours, they usually face [challenges]. Are you going through these as properly?”
Prospecting at scale is troublesome, however with the phrases above or perhaps a gross sales script, you’ll be able to make sure you’re making the most effective use of your time.
