I never cease to be amazed by the
constantly changing world of selling
especially right now.
I mean, we are at a point of such
transition that techniques and strategies
that people were using just a couple of
years ago aren't working that talking
about changes from pre-internet selling to
post-internet selling.
I'm talking about changes in just the past
couple of years where so many changes have
been happening at such a rapid pace that
even a lot of the strategies that I talked
about in videos just a couple of years ago
really don't work.
So in this video, I'm going to show you
the top 13 sales techniques that actually
work check it out.
Number one the prospecting campaign.
I feel like I've been talking about this a
lot lately but it is so insanely effective
to be prospecting in a way.
That's not just picking up the phone and
making cold calls not just sending emails
and not just doing LinkedIn outreaches or
not just doing direct mail, but instead
bringing all of those together in one
cohesive strategy that actually allows the
prospect to start to know who you actually
are.
Our before they ever pick up the phone and
actually start talking to you using a
prospecting campaign laying out all of the
steps that you're going to follow is so
key and using every channel that you
possibly can to get in front of people is
going to make a huge difference on the
effectiveness of all of your Outreach
number to cold email.
I am obsessed with the effectiveness of
cold email and the reason that cold email
is so effective as a toy.
Is because I'll just think about it.
How often do you answer the phone from a
number that you don't know?
Probably almost never unless you're just
really in sales and you're just Fielding
sales calls, but if you're actually a
prospect yay picking up that phone and so
cold email is really such an effective way
to get in front of high-level decision
makers because these people are connected
to their phones all the time.
Now, it doesn't mean that you just start
blasting out emails to people using your
Constant Contact and you just send out
these huge messages to this huge group of
people.
You've got to really Target.
You've got a personalized it but cold
email is so effective and is by the way
the way that we've grown so much of our
business at our company using cold email
strategies.
I've so many other videos specifically on
cold email but it works so so, well number
three introductions.
This is an idea that I've been talking
about for years and it still works and yet
still so few sales people actually really
follow through on asking their clients
and.
Network and even their prospects for
introductions to other people that might
be a fit asking the people in your world
who like you or have a positive
disposition towards you for introductions
to other people that you might be able to
help is going to be so.
And by the way, this isn't just asking for
referrals, but instead asking for
introductions where person a actually
introduces you to person B that
introduction can be conducted by email.
That's fine.
But making that introduction is so much
more effective than just having a name to
reference when you ultimately make a cold
call to someone that they told you to
number four personalized Outreach
personalization is the name of the game in
all forms of Outreach nowadays.
Every salesperson is doing a lot of
different messaging.
Person is trying to reach a lot of
prospects.
And so one of the ways to really stand out
from your competitors is to show your
prospects that you've done your homework
that you know, who they are, you know
their background, you know, where they're
located, you know, they're industry, you
know all about them not in a creepy way,
of course, but in a way that is relevant
to the conversation that you want to have
by doing truly personalized Outreach you
are going to set yourself up for so much
more success.
And by the way, if you're in B2B sales the
best place to get so much of that
personalization data is with LinkedIn.
If you're using LinkedIn, ideally you're
using LinkedIn Navigator, which is that
paid account.
They don't pay me to say that but we use
it we live by it and you can get so much
powerful data on a prospect before you
ever even get them on the phone or to
respond to an email number five
disqualification.
I've been saying this for a long time now,
but it is.
Not changed and Effectiveness.
So many things people are still trying to
persuade prospects to do work with them or
they're trying to convince them.
But you know, what what you really want to
be doing is disqualifying prospects as
early on as you possibly can so that way
the people that have no interest in what
you're talking about or aren't a fit right
now you move on and you're only focusing
on those prospects that are actually a
good fit the number one limitation on the
sales persons affected.
Is there time you've got to be really
militant about making sure that you're
only getting in front of those people that
are truly a good fit number six discussing
budget talking about budget with prospects
is Sookie.
And by the way, this is a big difference
from saying talking about price price is
your price.
You're just telling them budget is talking
about money and making sure that.
You really are on the same page in terms
of budget.
So you might be talking about a range or
asking them a generally around the budget
for solving these kinds of challenges, but
it's not just talking about price and you
want to talk about budget before you
present Your solution make sure you're on
the same page with them in terms of money
before you're really going full in on
presenting Your solution number seven
decision making process one of the key
pieces of critiques.
Add some of our recent data show that
prospects had for salespeople was that
sales people did not understand the
decision making process in their
companies.
When a salesperson doesn't understand the
prospects decision making process.
We start to make these assumptions and we
start to make a lot of mistakes around
expectations that we had one way or the
other.
My understanding your prospects decision
making process which by the way, if
they're really interested in this
conversation.
They're going to be more than happy to
share with you that decision-making
process.
And this doesn't mean saying are you the
decision maker but instead as when
questions are round the decision-making
process, so George tell me how do you plan
to really be going about making a decision
like this?
They're going to be more than happy to
share that decision-making process with
you number eight feedback.
Loops feedback.
Loops are soaked.
Need to making sure that you're still
continuously on the same page with the
Prospect and so a feedback loop is simply
just a little question that you're going
to use to ask them after maybe you've had
to explain something to make sure that
you're on the same page.
Do you understand what I mean by that?
Now time of resented you see what I just
did there.
I actually used a feedback loop.
So maybe I'm in the middle of a
presentation and I'm saying so what we're
going to be doing in this instance is XY
and Z.
Does that make sense?
And now you're giving them a chance to
come back and be like, yeah that makes
sense.
I love using the feedback loop of is that
cool?
You know, if you're talking to a prospect
who's a little more casual you can just be
talking about something.
You're like, okay.
So here's what we intend to do.
Does that sound cool and they're like,
yeah, that's cool.
That's fine little feedback loops along
the way throughout your entire
conversation or Sookie, especially if
you've gone on for let's say 30 seconds of
talking and you just want to bring them
back into the conversation.
You should be using feedback loops all the
time.
I always tell my clients you want to be
using it.
50 feedback loops during the course of a
discovery conversation or during a
presentation number 9 the constant
feedback presentation constant feedback
presentation is everything and it's really
basically using a presentation that has a
ton of feedback loops in it.
You're presenting to the prospect at every
time you present a new idea.
You want to be pulling them back in with
something like hey, does that make sense
based on what we've talked about so far or
are we still on the same page based on the
conversations that?
At and what you're going to find is a
prospects are either going to say
actually, you know, what?
No that doesn't make sense which is a
really important thing to know now rather
than let them walk away from the
presentation.
So you want to know if they're not on the
same page and if they are on the same page
now, you're getting these little moments
of buy-in so that way they're more likely
to ultimately close that sale constantly
getting feedback threat that presentation
number 10 case study presentation case
studies are.
Everything in today's world prospects want
proof.
They want evidence that buying from you is
actually going to do something positive
for them in case studies are the single
best way to ensure that you are
demonstrating that you can do what you say
you can do and there's so much more
interesting than just you talking about a
bunch of results.
Instead share with your prospects during
that presentation some case studies of
examples of how you helped one client
achieve something and by using those case
studies now, you're pulling them in it's
like story time now, they're on the same
page there listening.
They're engaged in at the same time.
You're sharing the results and you're
demonstrating your purse.
Number 11 clear and scheduled next steps.
I've been talking about this a lot.
But what I find is that still too few
sales people are really scheduling
consistent clear next steps.
You've got to have clear and scheduled
next steps in every selling interaction.
So anytime you are ending a meeting with a
prospect or you're ending a call always
schedule a clear and scheduled next step.
It can be a really short call and it could
be through.
From now, I don't care but make sure that
it goes into the calendar.
So that way it's much harder for them to
cancel something then to just kind of not
answer your call next time you check in.
So using these clearance schedule next
steps are going to keep sales on track.
So it's like the difference between a
train driving on a track or just a bumper
car kind of bumping all around most sales.
People are just driving bumper cars.
Just following up checking in instead.
You want to keep it on a train clear and
scheduled.
Steps number 12 LinkedIn connections
LinkedIn connections are such a great way
to both build your network.
But also a great way to start to build
relationships with those key people that
you want to be in touch with now you can't
just make a LinkedIn connection to just
any random person.
I mean you can but that's unlikely to
really work.
But if you are doing it within the context
of a prospecting campaign using LinkedIn
connections showing them in the little
message that you.
Them that you know who they are.
You've done your homework.
Now, they see your picture.
They're more likely to connect with you
and then ultimately do business with you
in the long run.
LinkedIn connections are so simple any
time you connect with anyone by phone or
by email use that LinkedIn connection get
connected to them.
And by the way, if you switch jobs, you
still have those connections really
powerful that becomes your database that
you own number 13 hosted events tried and
true.
We love hosted events here.
We do tons of hosted events for prospects
for clients.
And what hosted events accomplished is the
following.
It's a great way to bring people together
by providing them value getting in front
of your prospects.
And at the same time you have your clients
who are there talking about how great you
are and all the stuff you've done and how
you've done such a great job for them.
And now they're the ones doing the selling
for you.
So hosted events.
Don't really have to be sales heavy.
You want them to be really good content
something that your prospects are going to
be interested to come to and when you host
that event bring them all together let
your clients do the selling for you.
You can just kind of kick back and get
into conversations talk to all these
prospects but really let the other people
do the selling for you hosted events are
one of the absolute keys to the growth in
our business and so many of our clients.
So there are the top 13 sales techniques
that actually work and if you enjoyed
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