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 might have a min—
Me: Hey, I’m not . Have an awesome day. *hangs up*
My response is what we as salespeople face each single day. In actual fact, when my group and I discuss to gross sales groups, one of many challenges we hear most about is prospecting. Discovering certified prospects is difficult sufficient — however your work isn’t performed as soon as you discover certified prospects who match your purchaser persona.
You continue to must preserve them sufficient to hear and purchase from you and never a competitor. Listed here are 5 soundbites that we’ve discovered prime gross sales reps use to develop curiosity in prospects and preserve 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 stress-free within the park — not ready for a gross sales pitch.
Right here’s what Sean might have stated as a substitute to get my consideration.
“Hello, that is Sean calling from Bulletproof Lead Gen. I’m calling as a result of I noticed that you simply downloaded an e-book about producing extra leads earlier at this time. I’ve helped dozens of corporations develop their leads and income. Would you be desirous about having a dialog about how I might help what you are promoting?”
With this 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 might 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 assist you obtain X, Y, and Z. Listed here 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 effective and price your prospect’s time.
Right here’s an instance of an efficient worth proposition written by gross sales skilled Jill Konrath:
“We assist massive corporations scale back the price of their worker advantages packages with out impacting profit ranges. With the spiraling prices of healthcare at this time, it is a vital subject for many companies. One among our latest purchasers, a big manufacturing firm much like yours, was fighting how you can scale back spending on this space. We saved them over $800,000 in simply six months. Plus, they didn’t reduce any providers to their workers, nor did their workers should pay extra.”
3. A rapport-builder.
Analysis reveals solely 3% of patrons suppose salespeople are reliable. Constructing rapport is an important a part of constructing belief together with your prospect. If a prospect doesn’t belief you, they gained’t purchase.
Correct rapport-building requires analysis to seek out speaking factors together 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 here are three examples of questions that may assist you construct rapport:
- “I see that your organization is positioned in [NAME OF CITY]. I went there on a visit final month. Is your workplace positioned proper within the metropolis? Have you ever ever been to [NAME OF RESTAURANT / OTHER LOCATION]?”
- “I noticed in your LinkedIn that you simply 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 simply 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. You need to show that you simply’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 should use to indicate that you simply’re open and keen to listen to what your prospect’s challenges are and show that you simply’re listening to them by reiterating and diving deeper:
- “You’ve spoken about [X challenge]. After I encounter prospects with this downside, they’re usually additionally going through Y and Z. How are you fascinated by 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 — and so they assist form a line of questioning and worth proposition that’ll make the prospect say, “Sure! That’s me!”
They’ve two targets:
- Make your self extra credible
- Qualify the prospect to verify it is smart to proceed the dialog
Say one thing like: “After I discuss to companies like yours, they usually face [challenges]. Are you going through these as properly?”
Prospecting at scale is tough, however with the phrases above or perhaps a gross sales script, you’ll be able to make sure you’re making the very best use of your time.
