Sales Development’s Post

🔒 "Access Denied: 😱 The Key to Sales Success Lies in Rapport Building" 🔑 Picture this: you're at the doorstep of opportunity, armed with a wealth of knowledge about your product or service, ready to seal the deal. But without gaining access to your prospect's mind, that door remains firmly shut. The truth is, without forging a genuine connection, your chances of having a meaningful conversation, let alone closing a sale, diminish significantly. Rapport isn't just about small talk; it's about creating a bridge of trust and understanding between you and your prospect. So, how do you break through the barriers and gain access to their world? It starts with active listening, empathizing with their needs, and demonstrating genuine interest in their concerns. Whether it's through shared experiences, common interests, or simply showing respect for their time, the art of rapport building lays the foundation for fruitful conversations and long-lasting relationships. Remember, every interaction is an opportunity to unlock new possibilities. By prioritizing rapport building, you pave the way for meaningful connections that transcend the transactional, leading to mutually beneficial outcomes for both you and your prospect. Unlock the door to success—start with building rapport 🤝 #SalesSuccess #RapportBuilding #UnlockOpportunities 🚪💼

Dead simple tactic that will up your game as a relationship connector and make you a more trusted individual: ALWAYS, double opt in your referrals / intros. I’m amazed at the volume of ‘blind’ intros that take place. If you’re trying to build a strong network, never saddle someone with unwanted work or unleash a frivolous sales process on them. If you’re asking me for a refferal, I’m first authorizing that refferal with the 3rd party. Your connections will greatly appreciate it! 🥁Relationships are the currency of success. Spend them wisely. 🥁

Building Rapport. Why your prospects hate you... 😡 In my time working the discovery phase I've realised that building rapport is all about accepting that both you and your prospect know the purpose of this early stage relationship building. Don't let this scare you, just be the best they've encountered 🎖 Similar to discovery, you need to be very careful and clear with your questions 🔍 I tend to find the most value in displaying your ability to research early on. Any form of shared experience should be first. Whether that be shared university experience, a genuine curiosity about one of their previous companies/roles, but my absolute favourite, is a prospect who has an external passion/hobby that they're open about online Use your genuine (S/B)DR curiosity, "I usually like to research on LinkedIn just to make sure that we get the most value from our time, saw some of your recent posts about hitting your PB's - found it quite inspiring, what was it that got you into competing in triathlons?". If you can bypass their auto-answer filter in their brain they're starting the call more engaged and alive. (You know the one, 'we just want to see what's on the market') 🤓 Genuine rapport gets a prospect to dig deeper and feel more comfortable when they're talking on their pain and impact Weather chat will only get you so far ⛈

Did you know a little persistence could be the key to your next big win? Many marketers give up too soon, not realizing that 80% of leads aren't ready to say 'yes' at the first hello. And it’s a Funnel Mistake: Not Following Up Your Leads. Leads need more—more information, more trust, and yes, more nudges. To turn those maybe's into definitely's, start by really listening to what they need and gently addressing any hesitations. Keep the conversation friendly and consistent, but not overbearing. Remember, building a relationship takes time, and quickly solving their problems shows you're on their side. These steps don't just warm up leads; they can make them nine times more likely to buy. Have you had success turning a slow start into a spectacular finish? Share your story or tip below!

In a previous post which garnered a lot of attention, I said we don’t follow-up with prospects who don’t get back to us. You have asked me to elaborate. Basically, it’s insulting to the prospect and demeaning to you. It’s insulting because it assumes the prospect doesn’t have the ability to get back to you without prompting or wouldn’t know how to contact you with questions. It’s demeaning to chase after business. Your job is conduct the prospect meeting in a way that serves the interests of the prospect. If they don’t get back to you, they don’t want to retain you. Or they are not ready to do so. In my experience, not following up is very effective. Most people who reach out to us want our services. Those are the ones we want as clients. A difficult sale is likely a difficult client.

As a salesperson, you need to be comfortable with both rejection AND rejecting.  You should make every attempt to disqualify new prospects. It's not that the disqualified prospects are bad people; it's just that they would make bad clients for you. Looking for reasons not to do business with someone can feel awkward when you start doing it! And sometimes, it can still be uncomfortable even if you've been doing it for a while. Recently, a client encountered a wild situation at a referral partner's office. A possible lead called the referral partner, and instead of referring them to call my client, he just said, "He's standing right here; why don't you just talk to him now?" This was the first conversation with a prospect, and several people were around my client, listening to the conversation that followed. Talk about pressure! In fact, my client was scared to death to ask some of the disqualifying questions he usually asks. But he trusted the process and saved everyone involved time, resources, and money.  How can you change your mindset to one of disqualifying first? #okc #professionaldevelopment #selling #success #introspection #disqualifying

In our blog, Cold Call Rejection: Learn the Strategies to Handle and Overcome, we delve into effective techniques for turning those "nos" into "yes" and transforming rejections into opportunities. Key Takeaways: ✅ Understanding the psychology behind rejection. ✅ Proven strategies to navigate objections gracefully. ✅ How to leverage rejection as a stepping stone to success. Ready to conquer your fear of rejection and level up your cold-calling game? Don't miss out! Click the link below to read our blog and unlock the secrets to handling cold call rejection like a pro. #ColdCalling #SalesStrategies #OvercomeRejection #SalesTips #ProfessionalDevelopment #LinkedInBlog #SalesSuccess #BusinessInsights https://lnkd.in/evDyydCJ

A quick question for my broker and shipper connections... Have you ever answered a carriers cold email? If so, what was mentioned in that email that stuck out and made you decide to respond? Do you feel cold emails are more effective than cold calls? Personally, I always leaned towards cold calls so the caller can express more confidence and sincerity using their voice. Do you prefer different relationship building methods today such as a LinkedIn message?

My thoughts on mass-messaging and automation to generate leads? Watch it in this 58 seconds clip from my interview with Vedran Rasic last week. Remember, reputation damage can never be undone! Don't go for Quick Wins, in stead start Building Relationships

Saw a Post from Dave Sykes the other week and it made me think? Is cold calling dead? My opinion - Absolutely not. In fact, one of the most enjoyable parts of my job is calling prospects and fleet professionals to see if we can assist with the procurement of commercial vehicles (I say this after making 10 calls and not getting anywhere with any of them) 😂 The likelyhood you will get someone's business off the back of a call is very low, however, the likelyhood of the start of a relationship is actually pretty good. Why would anyone look elsewhere if its someone they have had no dealing with and is entirely new to them? You have to build trust and rapport and ensure you deliver. That being said, is cold calling a valuable tool - Absolutely! Once you get over the reality of rejection, its a very valuable skill to posses. What's everyone else's thoughts on this? #coldcalling #relationships