Salespeople are you being persistent or pushy..??
- 2. SALESPEOPLE FACE A UNIQUE DILEMMA On One Hand, Tenacity Is Key to Getting Business.. 80% of Sales Require Five Follow-Ups To Close.. On the Other, Coming Off as Annoying Is a Real Concern.. Salespeople Have a Negative Perception To Overcome, and Many Buyers Assume the Worst..
- 3. In Sales, the Line Between Pushiness and Persistence Can Be Hard To Walk.. PERSISTENT PUSHY
- 4. We've Put Together A List of Pushy Behaviours To Avoid And What To Do Instead..
- 5. PROSPECTING Cold Calling Without Doing Research and Delivering a Cookie-Cutter Pitch.. Following Up on an Inbound Lead With an Introduction Customized to the Prospect's Activity and Context..
- 6. CONNECTING Pitching Immediately Without Providing Context on Who You Are And Why You're Calling.. Providing a Reason for Your Call (Ideally the Prospect's Previous Activity or a Referral) and Offering To Help..
- 7. NURTURING Sending "Just Checking in" Emails Without Providing New Value.. Providing Your Prospect With a Strategically Sequenced Progression of New, Helpful Resources and Insights..
- 8. DISCOVERY Rushing Through a Long List of Discovery Questions so You Can "Cover all Your Bases".. Diving Deep Into Areas Your Prospect Is Interested in, Letting Conversation Flow Naturally Toward Their Priorities, and Following Up With More Discovery Calls if Necessary..
- 9. DEMONSTRATION Attempting To Cover Every Feature of Your Product at Once.. Focusing Your Presentation Only on Features and Benefits Relevant to Your Prospect's Needs..
- 10. OBJECTION HANDLING Glossing Over Your Prospect's Concerns and Not Taking Them Seriously.. Creating a Plan That Accommodates Your Prospect's Objections, and Actively Addresses Their Hesitations..
- 11. CLOSING Trying To "Slam a Deal" Through on Your Timeline and Your Terms.. Making Sure Your Prospect's on Track To Achieve Their Goals and Is Ready To Implement Your Product Upon Purchase..