“Having a solid plan from the beginning makes the selling part a whole lot easier.” – Jeff Bajorek in today’s Tip 1263
Do you have the right plan?
Join the conversation below and go check out the links!
1256: 8 Reasons Your Team Isn’t Creating More Opportunities #1 – Expectations
1257: 8 Reasons Your Team Isn’t Creating More Opportunities #2 – Tools
Rethink The Way You Sell Podcast
Jeff’Bajorek on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jeff Bajorek is back with part 3 of his 8 part series on why your team isn’t creating more opportunities. Here it is:
Jeff Bajorek: 8 Reasons Your Team Isn’t Creating More Opportunities.
#3: They don’t have the right plan.
Once you’ve acknowledged the idea that your expectations are probably not aligned and it’s going to take you at least 12 attempts to reach somebody and get their attention. Well, now you have to think about what those twelve outreach attempts are going to look like.
Do you know what you’re going to say? Do you know what you’re going to ask? Do you know what you want to learn? Do you have any idea how you’re going to begin to create that tension that you need in order to get the emotional engagement of your prospect? Are you? Wait. You’re not waiting until you’re ready to pick up the phone to think about what you’re going to say, are you? You’re not sitting down behind your email client just staring at a blank screen wondering how you’re going to type this message out, are you? I hope not.
To think that you’re going to do that 12 times or more and hear no and get no response, just trying to comprehend the friction that goes into that mental process is giving me a headache right now. I have to move on. You need to remember that prospecting is a sequence. It is a campaign. It is not improv. You can’t expect yourself to just pick up the phone and be ready to go with every additional prospect for each individual prospect. You should have a plan.
What are the things that you want to say? More importantly, what are the things you want to learn? What are the questions you want to ask to start to create the necessary tension that needs to exist in order to get your prospect to be curious enough to meet with you? What are those messages look like? Are they transferable from the phone to email to social media? What is the cadence going to look like? How often are you going to reach out? These are things that you need to have figured out and you should have them figured out well ahead of time so that when it comes time to roll up your sleeves, do the work, pick up the phone, send those messages, you’re actually ready. It’s not that you don’t know how to prospect, it’s that this friction is getting in the way and having a solid plan, even one that you can modify as you go. But having a solid plan from the beginning makes the selling part a whole lot easier.
Scott Ingram: For links to connect with Jeff and ultimately, links to the rest of this series, just click over to DailySales.Tips/1263. Once you’ve done that, be sure to come back tomorrow for the next tip in the series. Thanks for listening!