The Simplest Way to Increase Sales

December 4, 2016|Mary Jane Copps
Tweet
Share
Share

the-simplest-way-increase-sales-b

Since attending Dreamforce in October, I’ve received dozens of sales calls and even more prospecting emails … and I’m grateful. Each of these has provided me with valuable insight into why some companies, both large and small, are struggling to meet their sales goals.

Here is an analysis of one company’s approach to prospecting and the one shift we can all make to immediately improve our sales success.

Take for example this voicemail/email pairing I received last week:

Voicemail: Hi Mary Jane, this is … with … calling in regards to the couple of emails I’ve sent over since Dreamforce this year. Want to set up a time to speak with you next week so if you’ll please give me a call back at … I’d greatly appreciate it. Again this is … with … . I can be reached at …. Thanks.

The biggest error in this message? It is all about the salesperson. Sales is not about “I”; it is about the prospect, their needs, their problems and the value you are offering to them. If your communication with your prospects is all about you, you are truly limiting your revenue.

And never, ever let a prospect know that you are counting the number of times you’ve tried to reach them. This supports the notion that you only think of yourself and betrays a subtle disrespect for, and lack of interest in, their business and hectic schedule.

The follow up email arrived moments after the voicemail message and the subject line was “I just tried to call” :

I just tried to reach you and was unable to get through.  I was looking to get on your schedule this week or next to talk about …

Again, the “I’s” come before the “you” and wanting to get on my schedule next week is waaaay too presumptuous. Reading this I wondered, “If I was this company’s client, would this email be written differently?”

And this is the simplest way to increase your sales … treat all prospects the same way you will treat them when they become your client. Make your sales process a preview of what it will be like to work with you. (Tweet This!) With every phone call, email, text, proposal, deadline show your prospects your best stuff! If they are continually delighted and impressed during the sales process, it becomes easy, and often inevitable, for them to become your client.

Enjoy your phone work everyone!

Closing a sale is the natural outcome of inspiring great conversations and listening intently to our potential customers. This natural approach still involves a process – a plan that moves potential customers through a journey of discovery with you. So ... what's your process? And am I the right sales coach for you? Let's find out.

Tweet
Share
Share

Leave a comment

When you subscribe to my weekly blog, you'll immediately get my detailed ebook The Why and How of Following-up featuring my best advice plus examples of success you can duplicate.

NEW

Topics

Tags

answering the phone art of conversation asking questions b2b phone communication b2b phone sales b2b sales business processes business relationships client communication cold calling conversation skills customer excellence customer experience customer loyalty customer relationship management customer retention customer service customer support difficult communication difficult conversations email communication entrepreneurs etiquette follow up inspire conversation leaving messages listening skills phone customer service phone etiquette phone fear phone phobia phone sales phone sales techniques phone sales training prospecting sales calls sales process sales skills sales strategy sales success sales training selling by phone small business storyfinding voicemail

What's The Phone Lady doing?

  • One-on-one coaching with 6 amazing entrepreneurs - info about sales coaching here
  • Designing a sales campaign - that includes phone conversations - for a waste management consulting firm
  • Creating client communication module for college students
  • Delivering remote learning on essential business communication skills for job search
  • Remote learning experience on sales and customer service skills for vet equipment company
  • Remote learning experience for financial advisors
  • In-person learning experience with new business owners on creating a sales process
  • Remote learning experience on essential skills to reach and inspire conversations with C-suite executives
  • Team coaching for a firm representing natural products for arthritis in dogs
  • Remote learning experience on sales and customer service skills for a transportation company
  • Remote learning experience on both discovery and sales calls for new startups

Do you or your team want to improve your communication skills? Do you have a communication question or challenge you'd like to discuss? This quick-to-fill-out form is easy to use and you'll hear from Mary Jane very soon.