If your team needs to have better initial appointments, they must adopt best practices for prospecting for new leads. They’re going to have to improve the quality of their initial phone call. It takes about 16 attempts to reach a prospect to get them engaged. Most people give up after four attempts. First, your producers and relationship managers and lenders have got to be more persistent and consistent in their outreach and second, they must get better. That first phone call is so critical.

4 Rules for Prospecting for New Leads

Here are some keys to remember to upgrade your team’s prospecting effectiveness. What is the purpose of the first call? Simply, to get the prospect engaged. Not to talk product and definitely, not to sell anything. The first call is to gain their attention, find out what is on their minds and secure a meeting. So here are four rules to help your team improve in that area. Remind them that:

1. How they say what they say is more important than what they say
2. Nobody wants to talk to them, really
3. The first 10 seconds are critical
4. They must sound like someone the prospect would choose to speak with

All of those can be improved if you require your people to prepare themselves with pre-call planning. They must know what they are going to ask, what the prospect might ask them and be prepared so they can pivot if they need to. If they cannot connect with the prospect in the first 10 seconds, everything from there is uphill. All of this requires practice, practice, practice. That’s where real leadership emerges.  Are you inspecting these behaviors?  Does your company have a consistent sales approach that you or your managers are following and coaching around? All salespeople, including yours, will fall back on what is comfortable, what they learned at a prior company. To implement best practices in prospecting for new leads, you will have to take them out of that comfort zone.

How can leaders get better at improving the sales techniques of their people without processes proven to work? We help many companies with a better first call approach, improving their team’s ability to prospect for new leads. We call this the 8-Step phone approach but that is not important. What IS important is that your people craft this, practice this, refine it and tailor it to who they are calling. First calls that are effective are no whimsical in nature, not off the cuff, they are pre-planned and precise. However, the prospect is not scripted, so your lenders and producers must be flexible and tenacious. Here is a simplified approach for the 8-Step call:

1. Introduce Yourself then…
2. STOP​ (let them talk, ask etc.)
3. Ask Permission​ to continue
4. Provide short Positioning Statement​ about what other clients in their industry are dealing with (Sample: Bob, in talking with executives like yourself, some of the common challenges that I've been hearing are hiring top talent, and an uncertainty that the people they have can overcome some of the challenges facing them in the coming year. Bob, I'm curious, are either of those having an impact on you and your business?)
5. Let them answer then ask permission to continue
6. Give two examples of how you have helped others in similar situations
7. Discussion & Drill Down ​– ask questions to find out how these issues are affecting them, their company, their success
8. Close for Appointment​ – no selling, no product talk (Sample: Bob, can I make a suggestion? Why don't you invite me out? Let's find some time to sit down. We can ask each other some questions, and at the end of that, we'll both know if it makes sense to talk further.)

Have your people script this for upcoming calls, then practice over and over. It should not be or sound like a canned approach. They must become familiar with it; they must own it and it must be unique. Have them do that for the next 30 days. Have them record their opening dialogue to their phone call. Listen to it. Have other people listen to it. Coach it. Would you want to talk to them if they called you?

It's important to warn your people about getting happy ears, as we like to call it. They hear one kind of buying comment, such as yes, we really could use a better approach, and bam, they are introducing their product benefits and how they can make it better. Instead, your salespeople will be unique and stand out if they ask questions, better questions and lots of questions to fully understand the prospect’s problem. See how long your salespeople can go without talking about their product or company or solution. At the end of the conversation, their prospect should be thinking: That was different or I can see myself doing business with him or her down the road. I might not have a problem right now, but when I do, I'm going to be thinking of them. They asked good questions, they challenged me, they don’t want to sell me, they want to know me.

So, I will ask you again: How good is your team at prospecting for new leads? And what are you going to do about it?

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

However, what happens when we focus too much on the numbers and not enough on being a resource for prospects, we impact (or lose) the human element of our business. 

In today's blog, we discuss what it means to be in the B2P industry and how you can impact people each and every single day as a salesperson.

In general, there are two different types of classifications in sales; Business-to-Business (B2B) or Business-to-Consumer (B2C). B2B — meaning you supply a product or service directly to an organization — i.e. you provide a chemical coating that will be sold to an aircraft manufacturer and applied to rotors. B2C — being that you provide a product or service directly to the end user — i.e. you sell anti-aging skincare products using social media and your network to women 30+. But what if what you do falls somewhere in-between?

What if you are in the B2P (Business-to-People) business?

I believe that Anthony Cole Training Group fits within that category. Before we get too far into this topic, I do realize that B2C sales technically describes what we are about to discuss below, but for the sake of this article, I ask that you expand your realm of thinking. See, we (ACTG) primarily provide sales hiring and production training for financial institutions.

We usually work with pre-existing sales teams to uncover the problem areas they face and build our training and development around addressing those problems. But at the end of the day, it is the people that we impact first, not the organization. I would imagine 99% of the organizations that are considered B2B still have to sell to a real, living, breathing person who is responsible for making a decision.

So, at the end of the day, you’re in the business to people game too.

So why does this matter? Sometimes, we get so caught up in our day-to-day activities of producing, prospecting and checking off our individual tasks, that we forget we're here to help people. We focus more on the RFP (Request for Proposal) in front of us than on the company and people behind it.

Typically, in B2C sales, the salesperson shares more of a personal relationship with the prospect as well as flexibility around conversations and decisions. In B2B sales, there is usually more restriction to the branding, marketing and positioning of products or services, as well as how we can approach people in the market.

Now I’m not suggesting we should throw the handbook out the window, but I am suggesting that those of us in the B2B space can probably benefit from a healthy dose of “authenticity” and “the human element”.

Don't you think?

At the end of the day, you must remember that you are impacting people, regardless of the type of work that you do. The aircraft manufacturer that is buying your chemical coating still has a team of people they are responsible for, so they must confirm that the chemicals are safe and regulated—so talk with them about that. Not only why your coating lasts so much longer than your competitors’ brand!

When we stop focusing (solely) on the next sale, the next dial, or the next commission check; and instead focus on being a go-giver for our clients and prospects, more sales will occur. Be in the Business-to-People, or B2P, business.

It will be your most rewarding sale.

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

They include:

1. Insight
2. Feedback
3. Demonstrate
4. Practice
5. Action Plan

Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

As a sales coach, there are five critical steps you must know and execute in order to get the best effort and results out of your salespeople.

These are the 5 Keys to Sales Coaching below:

1.) INSIGHT- As a coach, you must be able to see what is happening and what is not happening out in the field.  Without real insight into what is going on, you will have difficulty understanding your salespeople's choke points.

10 Sales Management Insights

2.) FEEDBACK - As a sales coach, you must continually give your salespeople specific feedback on their activities.  This includes both positive and constructive feedback.  If you ask your salesperson if they will allow you to coach them to help them reach their goals, you will usually gain permission.  And that makes the journey better for everyone.

5 Effective Ways to Coach Your Sales Team

3.) DEMONSTRATE - Part of a sales leader’s job is to be effective at demonstrating the behavior they want their salespeople to execute in the field.  And they must take time out of their busy day to schedule time with their team members to demonstrate specific situations from a sales call or meeting, role play with their team, identify gaps in the selling process, ask specific questions, and most importantly, coach their salespeople to become better salespeople!

The Top 10 Behaviors of High Performing Managers

4.) PRACTICE - We have all heard the saying, “Practice makes perfect”. This is particularly true in selling. Practice is essential in improving selling skills, specific techniques, interpersonal skills, and attention-to-detail in the selling process.  Without practice, your salespeople will only go so far, and as a sales coach, you must role play with your salespeople in order for them to practice and achieve success!  Be prepared, they might not like it but they must do it.

8 Sales Role Play Exercises

5.) ACTION PLAN - It is essential that YOU as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals? 

This will undoubtedly include utilizing LinkedIn, attending association meetings with the intent to meet the right target profile client, etc.  This action plan SHOULD include getting introductions from current clients.

31 Tips for Using LinkedIn for Sales

Follow this link below to learn more about specific opportunities we offer to help grow revenue!

Sales and marketing go hand-in-hand.  Without leads, salespeople will have a hard time selling.  Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients.  

But how much is too much?  In this article, we discuss the difference between giving salespeople every lead and teaching them how to cultivate their leads to strengthen their pipelines and their careers as a whole.  

I’m sure a majority of people have heard the Chinese proverb, “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”

This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).