How Top Performing Sales Reps Crack Into New Accounts
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Transcript of How Top Performing Sales Reps Crack Into New Accounts
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How Top Performing Sales Reps Crack into New
Accounts
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Where Do We Start?
+ = ?
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BBelieve it or not elieve it or not
the first big step the first big step is not about the is not about the customer, itcustomer, it’’s s about YOU!about YOU!
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YYou need to have a ou need to have a sense of confidence.sense of confidence.
If you If you BELIEVE BELIEVE in yourself so will your in yourself so will your
clientclient(it(it’’s not cheesy, its not cheesy, it’’s the truth)s the truth)
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Sales Pitch? More Like Real Life Acting
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You need to play and even sometimes look the part
Be rehearsed, but not a robot
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Go in there with your own
outline but don’t be afraid to change direction
The client will have questions, and you must know the answers
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Plan of Attack
You need to have key points you want to be reached
Aim for those second meetings. Everyone needs
reassurance.
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Don’t Show Up and Throw Up
Ask Questions and be willing to
listen!
Don’t show up and blurt out all the information.
Engage in a two-way conversation.
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Be calm, but firm in making your key
points. Don’t leave any leaf unturned
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Know Them Like the Back of Your Hand
You need to know all there is to know about your client
Research, Research,
RESEARCH!
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Be the Hunter
Be proactive in going after prospects. Don’t be afraid of NO!
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Be the wolf, don’t be a lamb, (trust me it
never ends well for the lambs)
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It’s a Boxing Match (Without the Boxing)
You need to be ready to tell them why your product is better and what is not good about your competitor.
“What makes you different from
your competitor?”
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Don’t Become a Bully
Befriend them don’t bully them.
Don’t be too over
demanding “YOU GOTTA BY NOW OR
YOU’LL DIE” probably isn’t the greatest
strategy.
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Don’t Give Up
You’re going to hear a bunch of no’s before
you hear one yes.
No! No! No! No! No! No!YES!
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I’ll give you a hint, it’s always half full.
Optimism is key and treating every new sales call independently
from the others is important.
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Close It
At the end of the day all sales reps want the same
thing, to close the deal.
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Remember the more meetings you have,
grants you more possibilities to close.
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Get it in Writing
If your client wants to make a deal, ACTUALLY make the deal.
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A spoken “yes” is not the same thing as their signature on a
contract.
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Retarget
A no today could be a
yes down the road.
I’ll never buy from you!
3 Months Later…
Give me all you got!
Today
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Businesses change rapidly as do their needs, and you need to be there when that happens.
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Things to Remember
Continuously reinvent yourself or your
sales pitches, no one likes a broken record.
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Be confident in
yourself and your solution
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And Don’t Forget!
Research
and learn everything there is to know about your prospective client
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Finally… Always try to make
them feel like a friend
not just a sale
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For more information on how CRUSH can help you become a top performing sales rep, check out how our customers are using CRUSH:
http://www.salesquest.com/resources/use-cases/