listen to a pump-up song right before you call, take a few seconds to play a mental “highlight reel” of your greatest selling hits, and picture the best possible outcome of the conversation. not only are prospects willing to overlook the occasional blooper, they may even see you as more relatable. keeping that “why” in the back of your mind will help you overcome disinterested prospects, hang ups, and no responses. mix it up to maximize your chances of connecting: try the morning, mid-afternoon, and early evening. where did you get your recipe?” proving you’re a real person just like them will soften your prospect’s defenses and make them likelier to stay on the line.
have your notes in front of you, but try not to read them word for word, and expect the conversation to take unexpected turns. sometimes, you need to provide some value before the buyer sees you as worthy of their time. make a note of it so you can bring it up in your next email or call. another alternative: ask a peer if they want to review your call, and in exchange, you’ll review theirs. according to hubspot research, most salespeople find prospecting the hardest part of sales.
discover the templates, techniques, and tools you need to make your sales prospecting strategies as effective as possible. you can identify good-fit customers while prospecting by asking the right sales qualification questions to all of your leads and prospects. that’s why we recommend the inbound way and put together a basic framework that applies to all sales processes. if we get them to rally around our offering, they can make a compelling case to decision-makers before we even speak with them. takeaway: if we see a prospect has just launched a new marketing campaign, they might not have the time to cycle through an extensive sales process. now we can assign a value between 1 and 100 to these dimensions for each prospect in our list. create a list of top priority prospects on twitter to more easily track trigger events and streamline the research process.
jeff hoffman pioneered the basho sequence which advocates a combination of voicemail and email messages to gain leverage with prospects. if we decide to call a prospect, whether in conjunction with an email or not, we can follow this basic structure for the call: keep notes throughout this process to assess what activities generated value for the prospecting process and which wasted time. one way to do this is by working with marketing to provide prospects with the right sales collateral. how to use it: search the application marketplace to connect the apps and web services you use every day to your hubspot account. you can also set up regular email digests and notifications for the prospects that matter most to you and the reps on your team. how to use it: use the full-voice and sms enterprise phone platform to assist with your voicemails, a virtual receptionist, and call transfer. adopt a few of the strategies we reviewed above into your workflow and experiment with different techniques and tools to see what works best for your team.
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