Guest post by Steve Richard of Vorsight
Picture in your mind the classic sales funnel. People pour a lot of stuff (good, bad and ugly) into the top of the funnel and over time (and with structured process) it spits out paying customers and clients. As you progress toward the lower stages and the spout, there are fewer prospects and hence more order and control for the salesperson. ValueSelling does an amazingly good job of giving you a framework for getting through the stages of the funnel.
- Prospecting – How do I treasure hunt and assemble the puzzle of identifying the correct buyer with direct line and email and seeing where he/she fits into the org chart. What are some good unconventional research approaches?
- Pitching – How do I write compelling talking points to pique interest and tease out a dialogue to get my prospects talking?
- Handling Objections – How do I overcome knee-jerk reaction objections over the phone and get my prospects to agree to a first meeting?
- Emailing and Leaving VM – How do I map out a contact plan with unique emails and voicemails to get past all the vendor noise and increase my prospects’ replies?
- Establishing Process – How do I plan my time, activities, data, and practice to be as efficient and effective as possible?