There is a simple truth that effective sales leaders know: The meeting IS the sale. So, can a salesperson be truly effective, regardless of the value proposition, if he or she can’t get in front of the right buyer? Unfortunately, the typical answer is a resounding “No.”
Challenge
Most sales reps don’t have the right number of meetings with the right companies at the right level. Indeed, they often fail to establish relationships with the true decision makers. Instead, they go for the second or third in command—elongating the sales cycle and hindering their ability to drive sales.
Solution
Let’s shift the focus of sales training efforts from “close the deal” to “schedule the right sales meeting.” Teach sales reps a strategic and targeted approach that embraces social media and makes better use of email and voice mail to increase their capability to gain more meetings with the right prospects, as well as maximize the meetings they have.
Enter “warm calling”—a communication tool that takes the chill out of “cold calling” and connects reps with the people who really make decisions. Warm calling uses horizontal communication to find and leverage stakeholders who can help you get appointments with your target decision makers.
In addition, don’t forget to instruct sales reps on the effective use of agendas—the most underutilized tool in all of sales—for every meeting, as well as how to manage a meeting without doing all of the talking.
Results
By using a strategic approach to get and maximize sales meetings, sales reps become lean, mean, sales meeting machines. The results are three-fold:
- increase in productivity (activity quality and quantity)
- reduction in sales staff attrition
- bigger deals sooner.
What’s more, you’ll have happy sales leaders!
To learn how to incorporate this strategic approach to securing meetings that boost sales, join me and Ed Medeiros on August 18 for the webcast, Navigating the Hardest Part of the Sale: How Your Team Can Secure and Manage Sales Appointments Successfully.
Sponsored by: COACH MEdia
