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The New Year is quickly approaching, and the next time you receive a message from me, it will be 2019.
I’m super excited to share these 5 key questions that will transform your sales & prospecting approach in 2019!
You see, prospecting is not what most salespeople think it is these days. What it used to be, is all about the sale and marketing. However, nowadays people don’t like to be sold to.
Due to today’s digital world, prospecting and marketing is a woven chain that is linked together. Even more, it’s critical that anybody in sales, learn how to market this woven chain by building relationships from the sales and prospecting side.
There are two aspects to sales;
Transactional sales are still relational, but it happens in a quicker time frame. Let’s take door-to-door sales as an example. The process with transactional sales is building rapport quickly enough to get to the point of purchase.
Relational sales are made by meeting people where they’re at in their life. The bulk of salespeople fit into the Relational Sales category. Which is understanding your prospects “familiarity bubble.”
Mostly, the “familiarity bubble” and beginning of the relationship start along this woven chain. For instance, every time you touch your potential customer through;
Social Media messaging or;
Sending a card
You move into their familiarity bubble.
For this reason, you simply take the focus off of yourself by answering these five key questions, that your potential customer is asking themselves at the beginning of, and during the prospecting process;
Do I like you
Do you listen to me
Do I feel important or significant
Do you understand me
Do I trust you & believe you
Furthermore, this is where they begin to become comfortable in knowing, liking, and trusting you. At this time, you can move into sales and ask for commitments.
Consequently, this creates longevity and loyalty with customers that stick around for a long time.
I wish you a Happy & Prosperous 2019 and wanted to help you get your New Year business goals started off with a bang, by sharing this interview with Jeb Blount.
Jeb Blount is CEO and founder of Sales Gravy, and the bestselling Author of ten books and among the world’s most respected thought leaders on sales, leadership, and customer experience.
He transforms organizations by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.
Jeb is the most downloaded sales podcaster in iTunes history.
Learn how to implement these valuable nuggets, as he discusses Sales Acceleration and peak performance, built through honoring the needs of prospects and customers.
Ask yourself this question: Do my customers, clients or vendors feel warm and fuzzy when they hear from me?
Let’s face it in today’s cold high-tech world, the warm and fuzzies in marketing have been lost.
The personal touch has been replaced with tools such as;
Email, Text and Social Media
Did you feel the chill?
Don’t get me wrong; these cold marketing tactics are definitely part of staying in touch.
However, marketing with heart is not only essential, but it’s also the number one most effective marketing strategy. Yet only the top 1-3% of salespeople in the world understand how to market with heart.
They know the power of a tangible touch such as a “Thank You” or “Birthday” card.
To me this low average of 1-3% is unbelievable! Think about the opportunity this low percentage gives you to be in that 1-3% of top salespeople in the world.
You see most salespeople think it’s all about their product and service. And while that’s undoubtedly important, they tend to forget that their product and service does not have a heartbeat, but their customers do.
Look, it’s human nature to want to be seen, to be recognized for who we are.
“People don’t leave a company because of the price of a product or service; they leave because they don’t feel appreciated.”
No one knows better, how to add a heartbeat to their marketing more than Tony Marciante, an award-winning Chef, and Restaurateur.
Join Tony in this short video as he shares his extreme passion for creative grassroots efforts on brand building and business promotion.
Have a paper and pen ready as he goes into detail on how he successfully uses relationship marketing to add a heartbeat to his marketing with the tangible touch.