- Treat everyone with respect: Just because someone isn’t a decision maker doesn’t mean you should dismiss them or their authority (unless you want to get disqualified).
- People tend to be more honest in the mornings — meaning if you’re talking to a hard-to-pin-down prospect, you may want to schedule an early call.
- Don’t try and use the work you are doing for your prospects’ competitors as a pitch; after all, they want to be better than the other companies in their space, not exactly the same.
- Never bad-mouth your competitor to a prospect.
- In fact, if your competitor does something well, say so — not only does this show confidence, it also tells the prospect you’re honest.
- When a prospect criticizes you or your approach, accept it gracefully rather than getting defensive — an angry reaction will make them dig in their heels, but a humble one will make them likelier to come around to your side.
- Picture yourself sitting on the same side of table as your prospect, which’ll help you maintain a friendly and helpful attitude.
- Defer to a buyer’s communication preferences: If they’d clearly rather email than call (or vice versa), then go with it.
- If you’re reluctant to pick up the phone, remind yourself of your financial, career, or personal goals.
- Switch leads with another salesperson when you’re in a sales slump; you’ll feel less pressure to perform and it’ll be a fun change of pace. (If a prospect agrees to another conversation, give the opportunity back.)
