Ever wonder why cold calling hasn’t been helping you in your business development efforts?
Ever wish someone has Sales Commandments for you to follow?
We’ve got the answer.
Studies reveal that each of us receives at least 6 – 10 pesky calls a day; trying to sell us everything from Personal Loans to Credit Cards, Homes to Spa treatments … the list is unending.
This has resulted in an absolute revulsion for anybody even remotely trying to sell us anything.
Our brains have been beaten into insensitivity. To such an extent that even if you were offered a life-saving treatment or a paradigm-altering work process, you would not know it, because you would instantaneously disconnect.
This is the world in which we attempt to reap growth and expansion.
At Ensemble Skills, decades of experience and failure have helped us curate these 8 Sales Commandments, which are invaluable in making your business development calls more effective.
Here’s hoping that they will add value to you:
- Thou shalt never ever make cold calls:
Cold calling is akin to shooting in the dark, blindfolded with one arm tied at the back.
Research shows that the success of cold calls has dropped to an abysmal .27% (about 1 in 500 calls) unfortunately, even the 1 prospect has been numbed into submission. Leading to the poor quality of Lead Gen data marketing and sales perennially complains about. For the record, they are right.
Prospect data building is as much a science as an art that requires systematic research and prioritization tools. The more method, the less the madness.
- Thou shalt first build trust:
Studies reveal that people only buy from people or companies they trust.
Duh! You already knew that?? Funny then how few follow this in practice.
And people only trust those who listen to them and understand their predicament.
So let go of the verbatim monologue of your catalogues, brochures, and mind-numbing literature.
Listen and Understand.
- Thou shalt invest in thy prospect’s/customer’s success:
Really! Do it! Seriously strive to make your prospects look good and be successful.
Be sincere, it shows in your attitude and demeanour, no amount of stagecraft can conceal it, you will be found out. Your success and that of your company will follow, it is inevitable.
- Thou shalt never run down competition:
Talk about how your product/service can add value. Keep your communication positive. If there is a comment about how your competing brand faltered talk about how you would provide a solution to the problem rather than extolling the cons of competition. Believe me! People appreciate it.
More importantly, there’s a definite possibility you may be representing what is competition, today.
- Thou shalt never force a mismatched solution even if your customer inadvertently requests it:
You will happily close an inappropriate solution with a huge ticket number that will boost your quarter. But you will eventually lose the relationship, for good.
An honest relationship will work both ways and will pay long-term dividends.
- Thou shalt not neglect a customer, once the sale is closed:
Service delivery is the second point of contact, you continue to remain the custodian of the relationship.
You will be called to iron out teething problems take pride in doing so.
Ensure your team delivers on your promise and more.
- Thou shalt not throw the book at the customer:
A contract defines the scope of work and deliver. We all work for profits and results.
Do understand that there is an overarching relationship which is the spirit of the contract.
Your customers may request that you go an extra mile every now and then (their situation is one of constant flux and pushes them to do this) when this happens do not throw the book at them.
Do what your situation permits and do so with sincerity.
- Thou shalt never lose touch with thy customers:
Your customers are the reason everything around you and you exist. Stay in constant touch with them, constantly understanding how their world is evolving. It will give you a clue on how yours is about to be altered. Be sincere in advising them on the best course of action remember, you are now a trusted advisor.
Will this take time and effort??
Absolutely, it will.
But it always pays, big time.
Organisations only grow when their customers grow (pun definitely intended!)
Got Sales Commandments of your own? Speak now or forever hold your breath.
Share your learnings. Add to our Sales Commandments. Put them down in the comment section below. We look forward to your inputs.
photo credit: blondinrikard Moses via photopin (license)
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