In Fanatical Prospecting Blount tells the tale of the sales guru who markets their e-book with an easy promotion, “sales is easy if you follow my methods”. Great marketing, not usually true. If a sales shortcut was real it would become standard in the marketplace. Focus on the tried and true techniques that work and fine tune those (think, bench press and barbell rows). One technique that should be perfected is the phone call. Although not fun, it is the best way to book a meeting and 80% of a newer reps days should be spent doing so.
The only chance of closing more business is having a larger pipeline on the front end. How do you get that? prospect more. Be relentless. One more call. One more email. One more Linkedin message. Be relentless and luck will follow. "In sales, easy is the mother of mediocrity, and in your life, mediocrity is like a broke uncle. Once he moves into your house, it is impossible to get him to leave.”
Blount makes the point that calling will always be necessary. You have to break up your prospects day to day. Whether that’s through calling or physically showing up to their office it must be done. Even if the meeting is not a top notch discovery call and they are not actively looking it is imperative to stay on those prospects with continuous thought leadership month over month until they are actively searching again.
Key takeaway: Numbers are the be all and end all in sales. 2 more calls per day can be the difference between a good year and a bad year. Keep your focus on the numbers.
Quote of the book: “There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.”
Read More: Home