Episode 31
The 2 Words That Describe Great Salespeople
Show Notes:
Recap of last week: The 3 Growth Phases Of A Sales Person
The 2 Words…
Pleasantly persistent!
Being pleasantly persistent is a strategy AND a technique:
Technique (The “Pleasantly!”):
- Be someone your prospect would WANT to talk to!
- High energy
- Naturally curious
- Don’t speak down to them or make THEM the problem to be solved
Strategy (The “Persistent!”):
- Be consistent in your outreach
- Plan your calls/outreaches – Don’t “Wing-it!”
- Reach out over as many platforms as possible
- Always add value (This is the CORNERSTONE of effective, modern sales!)
- Create a system so that you work through your prospect qualification process the same way
Weekly Challenge:
Evaluate the ways that you reach out to your prospects (phone, email, LinkedIN, Twitter, Facebook, etc.) and create a lead nurturing campaign based on those platforms and where you’ve had success in the past. Here is a sample campaign based on my own experience (Please Note: This is an EXAMPLE, use the platforms that make sense for you!):
- Day 1- Phone/Voice Mail
- Day 4- Introductory Email
- Day 7- Phone/Voice Mail
- Day 10- Value Add Email
- Day 13- Phone/Voice Mail
- Day 16- LinkedIN Invite
- Day 19- Phone/Voice Mail
- Day 22- Hand-Written Note
- Day 25- Phone/Voice Mail
- Day 28- Value Add Email
- Day 31- Phone/Voice Mail
Good Selling!
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