Beyond the Keyboard: Tips for Prospecting via Phone and Video [“Sales Shot” Workshop]
Beyond the Keyboard: Tips for Prospecting via Phone and Video
[“Sales Shot” Workshop]
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Prospecting
Human-Centered Communication [Digital Book]
Human-Centered Communication
[Digital Book]
What Is the SWIIFT℠ Selling Methodology?
Every 2 years there’s a new airport sales book, am I right? The longer I’ve been around, the more I’ve watched them cycle through. Ask questions! No, share insights! Add value! Wait, actually challenge instead. I don’t think I’ve read one I find incorrect, but I’ve also never aspired to be an airport author.
To me, the methodology is always secondary to the process. Also, the sales methodology only addresses the decision-maker conversation, and in virtual selling, the conversation is less than half the battle.
I take pride that Factor 8 content helps sellers find the right people, capture new contacts, figure out who to call, how to get (and keep) their attention, and get a call back – and all of that is before conversation one! (and yes, you can buy a tool to help with nearly all of that, but trouble ensues when tools replace strategy – that’s a different blog).
All that said, we don’t have a sales call where we aren’t asked about our methodology, and this is fair. You don’t want us teaching your people something counter to your culture, your process, or your existing methodology.
So for the first time in 15 years, I’m finally defining Factor 8’s methodology. It’s called:
SWIIFT℠ Selling
No, it isn’t a typo. SWIIFT℠ stands for, “So, What’s In It For Them?” and it’s the opposite of WIIFM (“What’s In It For Me”, in case you needed help with that one 😉 ). And although nobody purposely teaches reps to use the WIIFM methodology, it’s what happens in sales calls when we don’t teach them not to.
If you’re unsure what I mean, check your inbox. 99.9% of sales messages are about the rep, the company, the product, and what they want.
“I wanted to check in with you to see if you were getting enough leads because my company is helping others get leads and we’re the leading provider of leads and we’re doing an event about leads…”
Enough!
This is what happens when we onboard reps with company and product information only. They go out and parrot that information. Instead, SWIIFT℠ Selling teaches sellers to always first ask, “So, what’s in this call for them?” And to re-focus a message, a call, a value prop, or a call intro into one that leads with value for the customer.
If you’re thinking, “wait, I thought value-based selling is dead,” just try letting your 24-year-old rep lead with a challenge. Ouch! Also, SWIIFT℠ Selling doesn’t mean it’s ONLY about value, it means we use value and customer centricity to get and keep attention for our discovery call and our product demo, and our closing call.
Of course, SWIIFT℠ Selling also implies speed. Bingo! This is absolutely critical in virtual selling.
- If my email is too long OR all about me, we’re dead in the water.
- If my intro is too long or all about me, we’re dead in the water.
- If my discovery is too long or all about me, we’re dead in the water.
You know I could go on, right? Voicemails, value props, solution proposals, objection handling…
I can’t think of a single place where keeping our focus on speed and what the customer cares about hurts us in sales.
Wait, maybe there’s a book in this after all.
Wondering what customers care about? Watch our video on Factor 8’s SWIIFT℠ Selling Six below!
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10 Tips for Sales Success from a High-Performer
I’ve been to a lot of places, sold a number of different products, and won quite a few awards. Along the way, I have found a rhythm for my sales success. While everyone’s rhythm is different, there are certain keys to sales success that I have found to ring true for all.
Here are my top 10 tips for becoming a high performer:
- Persistence – On average, it takes 18 calls to get someone on the phone. Don’t give up, and be sure to have a voicemail and email cadence.
- Consistent Prospecting – A salesperson should always be busy. If you’re not closing, you should be opening (aka prospecting).
- Trust, but Verify – The information we receive, whether from online resources or a mutual acquaintance, is not always accurate. Verify your contacts, titles, needs, etc., directly.
- Track Your Cadence – Be sure to switch up the voicemails you are leaving and emails you are sending. Also, be sure to show Salesforce (or your CRM) some love. Tracking which voicemails and emails you use, when you use them, and which ones work can help in fine-tuning your cadence.
- Have a Conversation – Open with your SWIIFT℠ Pitch (So, What’s In It For Them), then ask the prospect a question. Relationships are built on two-way conversations.
- Let Them Tell You What They Want – Yes, you’ve researched a lot. Once you find out what their challenges are, you can show them everything you know.
- Penetrate Your Accounts – The truth is people leave. So, the more people that know you, the more likely you’ll keep the account when turnover happens.
- Objections are Good – You’ve engaged the prospect and they are seriously considering your solution. If they agree with everything you say, ask an unexpected question (called a pattern interrupt). Don’t be scared of objections, it means they are listening.
- Closing With Flexibility – Set upfront contracts and let prospects know it’s okay to say no and choose another solution. While we want to win every deal, that’s not entirely realistic. The easier you make it for the prospect to say no, the less time you’ll spend chasing dead deals. You can use that extra time to prospect new accounts that will cross the finish line.
- Feedback is Gold – Get feedback on every deal, if you can. No matter if you win or lose, the reasons behind the client’s decision are invaluable. It will help you close future deals and it will make you better. I promise.
Finally, winning the deal is only the beginning. Now you need to deliver on the trust they put in you. Exceed expectations and create those win/win situations.
It’s up to each of us to develop mutually beneficial relationships with our customers. To be the people they know, like, and trust.
About the Author:
Victoria Brooks is a Protégé in Generation 4 of #GirlsClub and a Technical Sales Representative at Dell. She moved into sales to better support her daughter as a single parent and found her confidence by creating win/win situations. She’s passionate about diversity, technology, and animal rescue. She’s usually roaming around Austin, Texas taking pictures to post on social and sharing sales “war” stories to anyone who will listen.
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One-Two Punch: Email + Voice Scripts That WORK When Prospecting [“Sales Shot” Workshop Recording]
One-Two Punch: Email + Voice Scripts That WORK When Prospecting
[“Sales Shot” Workshop Recording]
Learn more about the sponsor of this event!
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How to Use Storytelling to Engage Prospects and Customers [“Sales Shot” Workshop Recording]
How to Use Storytelling to Engage Prospects and Customers
[“Sales Shot” Workshop Recording]
How to Tell an Engaging Story on Sales Calls [Cheat Sheet]
How to Tell an Engaging Story on Sales Calls
[Cheat Sheet]
5 Questions You Should Never Ask on a Sales Discovery Call
You’ve probably heard me say this before: Prospect discovery and pipeline discovery are two VERY different meetings. And, the questions you ask on a sales discovery call are MUCH different from those you ask in pipeline discovery. If you’re not adamantly nodding your head in agreement, go and read about the difference right here.
If we can agree that prospect discovery should feel light and focus on building rapport, you’ll also agree that we want to stay away from your typical discovery questions. All we need to do is find an edge, right? A hint of P.A.I.N., not deep actual pain.
So here are five questions you can ditch immediately and NEVER ask in a sales discovery call (warning, you were probably taught to ask all of these in training).
- What isn’t working about your current solution?
- What is keeping you up at night?
- If you had a magic wand, how would you fix it?
- What do you think not solving this is costing you?
- How does picking the right solution impact you?
Yes, if you Google, “10 best sales discovery call questions” you’ll see every one of these. So why am I hating? Because nobody wants to get into this with you right now. This isn’t a scheduled pipeline call, it’s a prospect call. They don’t necessarily HAVE a defined problem, and you asking more about it and what it’s costing them personally and professionally is just funny – and more than a little irritating.
Here are a few to try instead.
- What are you using today for XYZ? (your category here)
- What do you like about it? (finding likes, needs)
- What drew you to it? (finding challenges they’re solving)
- Any issues at all with 123? (likelihood of falling into potential pitfalls)
- Have you seen the new ABC? (insert cool related tech here [not necessarily yours] to test for newness)
Each of these map to the P.A.I.N. questions for prospect discovery. Each is designed to find a tiny edge you might be able to flip up into a full-blown need on the next call. Remember, the goal of the prospect discovery is NOT to collect fruit that has already fallen from the tree – those are pipeline calls (they have a need, they’ve found you, let’s talk about fit). Prospecting calls are when we’re climbing the tree looking for fruit that will be ripe soon. The most important thing you can do is not be pushed out of the tree! Back your questions off and just look for fruit.
Important: These questions should be asked in a light and positive tone. I’m not searching for what’s wrong, I’m asking genuine questions about your likes and dislikes and I’m learning with a curious and open mind about your situation, the market, and the competitive landscape. What I’m NOT doing is looking for a chance to wedge in my pitch, outsell who you’re using, or impress you with my better features. Remember, this is a connection conversation. If I learn about you authentically, don’t badmouth the competition, and present no threat of a hard sell then I’m just a nice person having a great conversation and I’ve moved from probable distrust into conditional trust.
That gets “yesses” to the next meeting.
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5 Phone Sales Strategies for Virtual Selling [Guide]
5 Phone Sales Strategies for Virtual Selling
[Guide]
SWIIFT℠ Intro Training In A Box [Guide]
SWIIFT℠ Intro Training In A Box
[Guide]