This is the second installment in my series on Agency Sales Objection Handling. If you missed last month’s article, it’s all about how to respond when a new business prospect says “send me more information”... which is super annoying, right? But equally frustrating is when you spend a ton of time winning a new client only to hear them say, "let me think about it."
Can you guess one of the main traits a salesperson has that makes them successful? It’s charisma. Shouldn’t be a shocker, right? Think about the most charismatic person in your life for a second. Chances are you were drawn to them pretty quickly with their infectious personality.
Habits are behaviors that impact the decisions we make about how to spend our time and energy. Many are unconscious. Sales habits are the same. You gain experience and knowledge over time that influences your outlook as well as your ability to effectively manage your pipeline, priorities, and processes. Whether you’re a seasoned seller or a newbie, recognizing your habits, good or bad, is the first step towards understanding why you do certain things while avoiding others.
Have you ever felt like your proposal really knocked it out of the park, only to have the prospect put you off? It has happened to all of us at one time or another. (Probably more times than we’d care to admit.) You put a ton of time, energy, and effort into a stellar proposal and then you’re hit with a lackluster response… Something like, “let me talk to my partner” or “let me see if we have the money” or my personal favorite, “send me more information.” Are these responses put-offs or simply objections that can be flipped into something positive?
In the past month, I joined IMPACT’s Sales and Success team from Agency Services and couldn’t be more thrilled. There is nothing more I love than helping people and companies overcome their roadblocks, grow, and get the most out of their marketing efforts. Since joining, I’ve been experimenting with the use of video in the sales process.
The struggle is real. Organizations everywhere are challenged with the growing issue of alignment across departments. They know their strategies, organizational capabilities, resources, and management systems should all be arranged to support a shared company mission and purpose, but the challenge is when leaders pay too much attention to one area of the business and not enough to others. This is inevitable. Marketing is going to care about marketing, sales about sales, and so on. The key to success, however, is getting these disparate departments to work together and create a seamless experience for both the internal organization as well as the customers.
“So… tell me why you’re different.” This is a statement most salespeople (and marketers) fear. The truth is... if you’re already hearing this statement, it’s too late. Early in my sales career, I learned just how hard it can be to identify the differentiating factors of your organization and articulate them in a meaningful way to others. In fact, it’s something most businesses constantly struggle with and I’d be lying if I said we have it completely figured out even here at IMPACT. (I'll be talking all about this at IMPACT Live this year.)
Have you ever felt uncomfortable getting on the phone and talking with someone? How about setting the tone as the first point of contact for the sales process, and running connect calls with potential leads? When first joining the IMPACT Sales team, the connect call was always a huge hurdle I felt I would never be able to get over. I was comfortable speaking with people in person, but it did not resonate over the telephone. I stumbled through conversations, had noisy backgrounds, started calls completely unprepared and, needless to say, the calls were ineffective and my confidence level just kept plummeting. I needed to find a repeatable call structure that I could use to truly qualify prospects and set our team up for good conversations.