Burt’s Ten By Ten Net New Prospecting. It’s quite simple. Most Sales Warriors are off Balance when it comes to Net New Prospecting vs. Follow Up Prospecting. Both are critical. However, with the right balance and basic skill sets, you will surpass the greatest of closers who routinely possess hollow pipelines. Yes, in many cases it is a numbers game. However, you can learn to rebalance and double or triple your income with Burt’s Ten By Ten Net New Prospecting Strategy.
This one is very personal. I routinely have this discussion with my son Bram. In short, what it took to get to upper middle class or wealth status is now very different than what it will take in the future. Take in fundamental formulas for high and consistent success that will enable you to enjoy the finer things of life, have sufficient income to help those who cannot help themselves and grow to a comfortable and secure retirement. Not thinking about retirement yet? Well, you had better start. Regardless of whether it is ten, twenty, thirty, or forty years in your future.
There’s a common word. However, many of the most successful Sales Warriors I have had the pleasure to work with are superior in quickly and boldly getting to the point as to who is who in the organization and making certain to focus on their pain points and desires. If you have ever lost an opportunity that was Closed with someone other than your contact, you neglected to qualify properly. It has been said that eight to twelve hours are generally spent with a prospect…win or lose. Enhance your odds and purposefully qualify to your advantage.
The truth is only about one quarter of your pipeline is truly driven by price. If you are new to sales ask any veteran in your office how many of their closed sales actually were won on price vs value and relationships. However, it is truly a science and a study to develop the skill sets needed to not sell from a subservient position.
Get out of your comfort zone and do the “Uncomfortable” . . . Develop skill sets to ask closing questions at every possible encounter. It’s not always about Price. Your suspect or prospect is charged with making safe decisions on behalf of their Firm. Engage yourself in the fundamental ingredients to over come or avoid objections. If they and you are not vocal about questions, you are likely to lose and only be notified after the decision has already been made.
My favorite . . . develop skill sets to plant seeds of doubt within your suspect or prospect from moving forward with their existing vendor or a new competitor. Learn to identify weaknesses of your competition that will strengthen and favor a decision to move forward with you and your solutions and increased value.
Statistics show that the high majority of lost opportunities stem from Sales Warriors Never asking for the order. Develop skill sets that navigate you to natural and comfortable closing questions with urgency, validation and without high pressure. Learn to complete closure and solidify your transaction. It is said that thirty percent of Verbal awards do not close When originally planned.
The courage to Fire a Prospect most likely comes with the confidence of knowing you have a solid Pipeline to work within the next thirty and sixty days. This only comes with the proper balance in Net New Prospecting. Take me up on my Ten By Ten Prospecting Strategy. You will not regret it. And get ready for the high and consistent income I spoke of in my video.
Learn about the Prize of the New Found Five. Most of us are encapsulated in a Monday through Friday window of opportunity with our pipeline. Make the most of it when you further learn how and what to schedule and when. I speak much to this topic in both www.askburt.biz and The Art of Professional Prospecting.
Chances are you know more about some of your competitors than your suspect or prospect does. And remember, they will likely paint a perfect picture of your competition. Learn to weaken your competitors strategy without slinging mud. Learn to gather information during prospecting and the sales process that will help you to dig deep on knowing what the competition is up to and more importantly, using it to your favor at the most opportune times.
You’ve heard it before. People do business with people they are comfortable with and have commonalities with. It’s true. Learn to establish both business and genuine personal commonalities with your suspects and prospects. And make no mistake, you will have much more fun in the process. Professional Sales is sometimes like being in school. When you earn good grades, it’s like good sales production results and a lot more fun.
Get a high level perspective from someone who has been there before. Identify key indicators that sometimes go unnoticed until it is too late. Review topics on recruiting, integrity, behavior, production, motivation and keeping out of some legal issues that can be very costly to your bottom line.
There is nothing more devastating than losing an existing customer to competition. Prepare yourself to be visible and of such high value that your customer will be your best advocate and not waste time meeting with your competition.