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 cellphone rang. I hardly ever get cellphone calls, and I often ignore them. This time, one thing felt totally different. I made a decision to choose up. Dangerous 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 awesome day. *hangs up*
My response is what we as salespeople face each single day. The truth is, when my group and I speak 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 achieved as soon as you discover certified prospects who match your purchaser persona.
You continue to must maintain them sufficient to hear and purchase from you and never a competitor. Listed below are 5 soundbites that we’ve discovered prime gross sales reps use to develop curiosity in prospects and maintain the dialog transferring 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 mentioned as an alternative 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 eager about having a dialog about how I might help your online business?”
With the sort 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 kind: “My product will make it easier to obtain X, Y, and Z. Listed below are its 147 options.”
This method 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 efficacious and value your prospect’s time.
Right here’s an instance of an efficient worth proposition written by gross sales professional Jill Konrath:
“We assist massive firms cut back the price of their worker advantages applications with out impacting profit ranges. With the spiraling prices of healthcare right now, it is a crucial challenge for many companies. One in all our latest shoppers, a big manufacturing firm just like yours, was scuffling with how one can cut back spending on this space. We saved them over $800,000 in simply six months. Plus, they didn’t lower any providers to their staff, nor did their staff need to pay extra.”
3. A rapport-builder.
Analysis exhibits solely 3% of consumers suppose salespeople are reliable. Constructing rapport is an important a part of constructing belief along with your prospect. If a prospect doesn’t belief you, they gained’t purchase.
Correct rapport-building requires analysis to search out speaking factors along with your prospect. That would imply discovering their LinkedIn or Twitter profiles, their web site, or different content material and data they’ve shared.
Listed below are three examples of questions that may make it easier 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. It’s a must to show 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.
Under 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 show that you just’re listening to them by reiterating and diving deeper:
- “You’ve spoken about [X challenge]. Once I encounter prospects with this drawback, they’re usually additionally dealing with Y and Z. How are you desirous about 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 objectives:
- Make your self extra credible
- Qualify the prospect to verify it is smart to proceed the dialog
Say one thing like: “Once I speak to companies like yours, they usually face [challenges]. Are you dealing with these as properly?”
Prospecting at scale is troublesome, however with the phrases above or perhaps a gross sales script, you possibly can make sure you’re making the perfect use of your time.
