As a sales rep, hearing, “I don’t have time right now,” “Contact me later,” and “I’m not interested,” isn’t uncommon. There are many possible reasons your contacts don’t want to have a conversation with you. Today we teach you our top tips to improve sales performance.
Check out some of the possibilities below to find out how you can keep your leads on the phone and improve your sales performance:
You’re talking to the wrong person at the company
If your contact person isn’t the decision maker at a company and they have little to no purchasing power, then of course they don’t want to talk to you. Ensure you’re reaching decision makers before you pick up the phone instead of wasting your time and the person on the other end of the line’s time. By simply taking the time to do your research, you will improve sales performance.
You didn’t do your homework
Before picking up the phone, it’s important to do some research on your contact. Get familiar with their background, such as board affiliations, current job responsibilities, and read up on their press and web mentions. This enables you to hold an educated conversation with them and shows them you did your research. By learning more about your contact, you’ll also be able to improve your positioning and immediately show them how your products and services can help them solve some of their challenges.
Your messaging isn’t relevant
Your job is to sell your organization’s products and services. To do this, you need to make sure you’re targeting the right people with proper messaging. Always remember that everyone’s business goals and challenges are unique, so stay away from broad messaging.
You sound too scripted
Sales conversations should flow naturally and be engaging. Though it’s ok to write down what you want to cover during your call, make sure you don’t sound like you’re reading off a script. Holding a dialogue also helps build trust between you and your prospect.
You go for the hard sell too early
Before you go in for the sell it’s important to fully understand what your prospect is looking for. What are their goals? What are the challenges they face? If you’re products and services can truly help them and you’ve had the opportunity to prove it to them, whether it’s through phone calls, email, or relevant content, then you’re more than likely to close the deal.
Do you need help improving your sales performance? ZoomInfo can assist! Our contact database will help you reach the right buyers and close deals faster. Contact ZoomInfo today for more information or call 866-904-9666.