Optimizing Sales Performance.

Glengarry Glen Ross - Is It The Lead, The Salesperson, Or Both?

November 20th, 2009 Posted in B2B sales lead generation, by an author

By: Scott Kaplan

Sales leads are everywhere. Often sales people look for the infamous Glengarry Glen Ross leads. They think that management has the sales lead center that has the best sales lead lists from the best sales lead generation company. The fact is that new business sales leads are only as good as you work them.

The hard part is not getting the sales lead list, but what to do with that new business sales lead once you have it. Let’s review how these 2 pieces are critical to maximizing sales success.

Starting with the sales lead center:

1. Know who to target. Spend the time or money to make sure you reach the customer(s) that will yield you the most profitable (short or long term) return. Use referrals, the web, or industries where you have a high amount of interest or knowledge when generating sales leads.

2. Know how to target them. Provide specific value to these customers. Have a compelling offer or positioning statement so they respond to your mailer, phone call, in person solicitation, sales magazine advertising, etc.

Continuing with the sales person:

  1. Speak the person’s language. Know what motivates them (make assumption until you can ask). Have that opening scripts ready so when you contact that sales lead list, you know what to say and who you will say it to.
  2. Know the top 3-5 objections you will hear a vast majority of the time and learn how to overcome those objections with value statements
  3. Move to profiling the customer to keep them talking about their needs. Always ask questions and let the customer speak about their business needs or challenges as often as possible.
  4. Get a definitive action item and when it needs to be competed by. Rate your success with what needs to happen and when it needs to happen by to move the sales process forward. Remember that the only way to move forward is to continually provide value.

This process works from a home based sales business to business to business sales leads. You need to work the process day in and day out to BECOME YOUR VERY BEST.

Post a Comment