Listen: Google, Sales Training, Iran discussed on Ag Sales Professional's Podcast by Greg Martinelli
"Time. Some of those examples are free contact truck content tolerance started type products in gateway services are great ways to engage a prospect when we decide to spend our money we all go to our research department which is Google and do our homework we want to know if this is is the type of person we can trust. Here's the thing I see sales. People Struggle Everyday Matteo prospect from completely unknown to a full product like customer in one meeting and that's how some of these sales training courses take people. They want you to do the entire process process in one meeting. What agri-business rarely works that way? People need to build the trust to keep the ball moving forward with lastly on the warming up your cold calls build your brand to gain better prospects. No not your company's brand Iran. I'm talking about your brand and I have a blog article previously titled You are the Bridge Your customers Google it or on my website and go find that read. That's a whole other blog on that subject but it's extremely important for how you you build your brand in your <unk> all right stat number three. The most memorable part of presentation is the first and the last five minutes. Here's the to list for this statistic number. One Free Call Plan memorable openings and. Closings rarely happened by accident and if you're worried about sounding scripted trust me you will regret how bad you sound if you don't recall plane secondly launch with an impact a statistic a story or a bold <unk> statement about something in the industry separate the opening small talk about the weather in politics with a story or a bold statement that will set the stage for the selling discussion. That's about to begin third Ed with a Bang a story story. This is the best way here's an interesting statistic about a statistic. I can say that after a presentation on average only five percent of your audience remember a statistic that you said however an amazing using sixty four percent of the people will remember a story told tell more at better sales stories will never force statistic each year. You will lose fourteen percent year custom okay. Maybe it's ten it is five. It's twenty five but here to do this or that develop a large list of prospect segment than into hot cold and top and bottom whatever you WANNA call them segment in into priorities and then start working mainland them consistently every day every week start with the highest priority prospects which are those most likely to buy the ball rolling with the rest at never ever ever dropped the ball and did I emphasize. Is Not dropping the ball enough. Don't do it. Don't drop the ball. Keep the ball moving forward with them. All right. Does this number five eighty percent of sales. Take five follow up call already four percents people quit after the first one. Let me say that again. Eighty percent of the sales take five follow calls and I would say and agribusiness. It's more however forty four percent of sales people quit after the first sales call. Here's the to do list to to beat this statistic average. The main reason sales salespeople don't follow up after one is they have no relevant reason to go back. They went in and presented other products. They ought to get any insight into this particular prospects operation the prospect gave him a standard resistance or objection and now our salesperson is lost step. One in the selling process is to search for a need don't waste your first sales call by Info dumping all of your products and services on and spend as much time as humanly possible in his socially appropriate on asking your prospect question the more you know about them the more you can help them and the more you have to follow up on now you position your solution. Since you've diagnosed diagnosed they've diagnosed and everyone is waiting to hear what remedy you might have for their individual."
Ag Sales Professional's Podcast by Greg Martinelli