Philipp Eiter’s Post

Get the sense that your prospect is not interested? Say so!!! Calling out your prospects might be one of the most self-relieving and liberating tools we have in sales. We do not want to waste our precious time speaking with prospects who are not interested in our offering, don't find any value, or don't consider it to be a top priority. Showing them that you not only care about your time but care about their time just the same will demonstrate a peer-to-peer level of professionalism and does NOT go unappreciated. Below are some simple examples. "I'm sensing that you like our offering, but not enough to move forward…” "I'm sensing that you find our offering helpful because of XYZ, but not enough to want to bring to your team..." "I'm sensing that although you feel we can help you, you don't find enough value to sell this to your boss..." "I'm sensing that although you feel we can help you, it's not valuable enough for you to want to pay for it..." Phrases like the following can be used interchangeably with the sentences above. "It sounds like" "It seems like" "It looks like" "It feels like" "I'm getting the sense that" "I'm guessing that" "I'm feeling that" You can easily be much better at Discovery with my course here - https://lnkd.in/ewhJGHkc

I am no expert at cold calls. But I received a cold call recently and it was so bad that I wanted to give my thoughts on it. Quick note - if you don't know much about me, I've done very few cold calls, but I've scheduled about 1,000 sales calls (give or take), so I do have a sales background. Below are the three takeaways I have for salespeople from this experience: 1. Don't get offended. - It's completely okay AND normal for a prospect to have their guard up. Just because a prospect is closed off doesn't mean they hate YOU or dislike YOU. Maybe they're just having a bad day. 2. Always get a decision. - Don't end the call until you get the "next steps". As in: 1. A call scheduled, 2. A better time to follow up, 3. A conclusive "no" from the prospect. As in, it doesn't make sense to follow up in the future. 3. What matters most is the prospects' preferences, not yours as the salesperson. - If now isn't the right time for a prospect to talk, that's okay. Just because it's the right time for YOU as a salesperson doesn't mean it's a great time for the prospect. Respect that they have other life obligations, and be understanding. Hope this helps!

𝐂𝐨𝐧𝐯𝐞𝐫𝐭𝐢𝐧𝐠 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐢𝐧𝐭𝐨 𝐜𝐥𝐢𝐞𝐧𝐭𝐬. The ultimate guide. 1️⃣ 𝐁𝐞𝐜𝐨𝐦𝐞 𝐃𝐞𝐭𝐚𝐜𝐡𝐞𝐝 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐨𝐮𝐭𝐜𝐨𝐦𝐞: Advisors are focused on the outcome of scheduling a meeting, rather than what the prospect is saying. Don't ask questions to respond, ask to understand. You can’t do this if you’re attached to the outcome of booking a meeting. 2️⃣ 𝐁𝐞 𝐝𝐢𝐟𝐟𝐞𝐫𝐞𝐧𝐭: Differentiation is vital to your success. When you look, act, and sound like every other advisor, the prospect will see you as just another annoying salesperson. Provide your prospect with a compelling difference between you and others. 3️⃣ 𝐂𝐫𝐞𝐝𝐢𝐛𝐢𝐥𝐢𝐭𝐲 𝐜𝐫𝐞𝐚𝐭𝐞𝐬 𝐭𝐫𝐮𝐬𝐭: Prospects will trust you if you make them feel heard and understood. Focus on educating clients and do a lot more listening than talking. 4️⃣ 𝐒𝐭𝐨𝐩 𝐛𝐞𝐢𝐧𝐠 𝐬𝐚𝐥𝐞𝐬𝐲 Act more like a therapist and ask lots of questions. Keep asking question until they self discover they really need you. In short, don't "sell" your prospect on why they should be your client. "Educate" them on how you can eliminate their problems. Follow me on LinkedIn: https://lnkd.in/ghNDia5y

When you contact a prospect from cold, they don't know what you can help them achieve. SO... They don't care how. If it's not linked to the thing they need to get done, "how" you do it isn't important (yet). SO... Make your messaging clear on the outcomes of what you can cause for them. This is rarely (maybe never) process-oriented, SO... Think about the prospect. If they work with you for 18 months, what will they have in month 19 that they didn't have in month 1. I don't mean processes, I mean outcome, SO... Throw out the process (for now) and consider the thing the prospect needs to happen. Might be more sales. Might be leaner costs. Might be a higher share price. Might be a commercially viable exit. Make it VERY clear you understand that and can help them get there. So they, at some point, have to ask: "How?". And now you can tell them. *I was gonna let Dall-E have another go at the pic, but I hated this one JUST enough.

The highest performing salespeople never give up on a prospect. Unless, for some reason, they no longer fit an ICP/persona. Sequencing is important, but most are only 20-40 days long. Keep your cadence well after the sequence is complete finding meaningful ways to stay connected. #prospecting #sales #salestips

Small talk in a sales call important to build rapport. However, never ask these questions 👇 "Where are you located?" 🤦🏻♂️ "What does does your company do?" ❌ They show you didn't do your basic preparation. You can find these easily by looking up the person/ company on Google or LinkedIn. Instead it's better to say: "I saw that you're located in the Bay Area. Are you still there?" vs. asking them, "Where are you based out of?" "I think <your company> does XYZ, competes with the likes of ABC, and from your recent press release I think your goal this quarter is......" vs.  asking "What does your company do?" The former still shows that you spend time researching your prospects; the latter shows you spend zero minutes doing homework. ✅ Do the basic research. ✅ Open the conversation showing you understand them. More importantly, show them you truly care. 🚀

Your service might be *perfect* for your prospects. It might be exactly what they need. But they don’t know that yet. You need to deliberately walk them through your sales process so they can find out. But an outreach message that asks someone to get on a call in the very first message… Or the very first cold email… Or the very first cold call… It’s trying to do too much. Yes, getting a prospect onto that discovery call so you can close them *is* the end goal. But that goal is down the road. It’s like asking that attractive person out to dinner as soon as you open your mouth. Instead you’ve got to have a conversation. See if there’s any sort of connection at all. Suss out whether they’re single & open to getting to know you more… and then you can suggest dinner. **It’s not different in business.** Prospects need to know a little bit about you before they’ll commit to a call. Even a short call. They need to like you a bit. Or at least believe you can help them do something they need. And they need to trust that you’re not going to waste their time. 

"You do not rise to the level of your goals, you fall to the level of your systems." - James Clear (Atomic Habits) 📉 📊 James Clear Tech sales can teach you a lot. One of the things I have learned is it is easy to set goals but often times its hard to create systems to help you achieve those goals. I love this quote by James Clear and remind myself of it often. In the months where I feel like my pipeline isn't where it should be or I am not getting the responses I expect I take a step back and look at my systems. I also realize it doesn't have to be complicated. Often times its just a minor tweak here and there. It is making sure you are using the right tools and your days are planned out to achieve the goals you are looking to attain. In sales, my days consist of systems around prospecting. More specifically time blocking for prospecting activities. If you do not take the time to time block doing the right activities it doesnt matter how well written your goals are. You will likely fall to the level of your systems. If you are feeling discouraged or feel like you arent where you want to be. Look at your systems. How are you spending your days? Are the tools you are using helping you achieve your goals? Are you prospecting the right people? Do you block out time to make sure you are doing activity that matters most? You got this! 👊 #sales #saassales #accountexecutive #atomichabits

Take the prospect off the pedestal. Keep yourself on level ground with prospects. A prospect is not better than you. They are a human. Just like you. Sales is about delivering solutions and value. Listen. Be respectful. Have confidence. Deliver a solution that solves a problem and provides value. If it helps, remember that you are someone’s prospect. PS Get actionable insights that can immediately impact your ability to engage with and close more business. Increase your sales in five minutes or less each week. Sign up and get your copy delivered directly to your inbox every Monday. https://loom.ly/OycbGlU

You need to FOLLOW-UP with your prospects -- diligently! Why? Because ..... .... the FORTUNE is in the FOLLOW-UP. The prospecting numbers don't lie and here's why ... 😎 - 2% of all sales are made on the 1st contact. - 3% of all sales are made on the 2nd contact. - 5% of all sales are made on the 3rd contact. - 10% of all sales are made on the 4th contact. - 80% of all sales are made on the 5th - 12th contact. 💡 💡 💡 SUMMARY: Your success is found in simply not giving up. The fortune is in the follow-up.