Your sales script is one of the most vital tools you have in phone-based sales. Too often, sales professionals just go with what they think works, without understanding the hows and whys behind the words.
If you’re utilizing a script, you should not only know it well, but have a relationship with it that goes deeper than reciting lines. Your script is something that should be thought about, analyzed and evolved.
Thanks to Claudia Martinez of PieSync for this guest post.
Your CRM is the core of your business. It’s where you store most of your customer data. That’s why it’s the best resource your salespeople have to close deals. At the same time, it’s an information bank that helps your marketing team understand what drives a customer’s decision.
But a CRM is only as good as the data in it. Your CRM will quickly lose efficiency when it’s not in sync with the other business tools that store customer data. All the apps you use to interact with customers and prospects gather invaluable insights. That’s especially true for the software you use to power phone calls and dialing activity – a key source of personal and immediate communication which holds great value for your company.
How you view yourself and your circumstances has a lot of impact on your sales success.
While the benefits of a positive outlook are well known, the unfortunate truth is that salespeople often take on limiting beliefs instead. These negative thoughts and doubts can cause sales professionals to lose confidence, miss out on opportunities, and in extreme cases, quit sales altogether.
Thankfully, you can prevent many common limiting beliefs from setting in.
“Woohoo! Let’s go make some cold calls!” said no one ever.
Making cold calls is just not something most people love to do. Sure, many salespeople enjoy aspects of it. Many more simply get used to it and come to appreciate the value of it.
But for most people, cold calling can be a source of anxiety. Especially in the beginning. In fact, 40% of salespeople report experiencing intense cold call anxiety at some point in their career.
Loyal customers are the backbone of virtually every successful business. After all, it’s easier and less expensive to invest in keeping existing customers longer, than to continually find new ones. Even businesses that do manage to consistently bring in new business, can be destroyed by churn.
That’s why it’s so important for sales professionals to understand how to build loyalty with prospects, and how to maintain these relationships to create relationships that endure.
