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Sales offers tremendous opportunities for growth and advancement. What are the myths of this much talked about role?
Fact: Cold calling is a technique in which a salesperson contacts individuals who have not previously expressed interest in the offered products or services. Cold calling is more effective than cold emailing.
Fact: Cold calling works best when it’s coupled with other efforts. More than half of the prospects said they agreed to meetings after they receive email and phone calls.
Fact: Sales success is based on quality – not on quantity. The more you put in the top end of your sales funnel the more you will get out of the other side but there is a whole lot of steps in between. When leads are researched and nurtured, customers end up larger purchases.
Fact: Never give up on leads. Stop pursuing leads after about the sixth cold call. Leads that require seven or more calls just to make first contacts are less likely to convert
Fact: Purchase decisions are made before they talk to a salesperson. Just because buyers spend time online doesn’t mean sales are not involved, buyers need more specific information and desire for a human relationship.
Fact: It takes eight touches to get an agreement. Top performers often get the “yes” after the “yes” after hearing “no” five times.
Fact: Ask questions, to wind up a conversation to make them feel they’re under interrogation. When asking a few questions, you won’t get enough information to move the sales forward.
Fact: Social selling is valuable, but with it alone won’t win sales. Social selling is a powerful tool for salespeople, but it needs to be coupled with traditional sales tactics.
Fact: Salespeople who deal with more social proof in sales calls have lower rates than salespeople who don’t.
Fact: There is no “average buyer”. Salespeople may only talk to one decision-maker at first – or even over the course of the buying journey.
Fact: Whether you talk about your competitors or not, never trash-talk your competitors.
Fact: Webinars are a powerful lead generation tool. Handheld technology and expertise are all it takes for nearly any small group or individual to put together a webinar and gain sales.
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