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Top 12 Sales Prospecting Techniques That Can Make You A Great Sales Rep

Leena Fernandes

Leena Fernandes

July 21, 2020 |

Sales is a tough job, only if you look at it that way.

The main reason why we categorize sales under the difficult category is because we tend to listen to the experienced sales reps who are undergoing that process.

Excelling in sales will take time but it isn’t impossible.

What if you were told that there is a way to walk on the path of excelling in your sales activities sooner?

This article is going to help you be better in your sales games by giving you the top sales prospecting techniques right now which you would have realized sometime later once you are working in this process.

Top 12 sales prospecting techniques that can make you a great sales rep

We are saving your time and helping you be better at what you do best.

So buckle up and let’s get started.

Top 12 sales prospecting techniques that can make you a great sales rep

1. 35% of email recipients open email messages based on the topic and nothing else

If you’re sending emails and your heading is not attractive, chances are it’s not going to be open. Think of it this way, your prospect’s are receiving multiple emails each day, how will they open yours if it doesn’t tap their attention at all. 

The best way to do this is when you send an email, in the heading put the reason why your sending them the email in the first place, create curiosity in the title, all of this can contribute to more email clicks and your email marketing tactics can work better.  


2. Prospects will purchase when they need to buy and not when you decide to sell to them

If you have bread in your hand and the shopkeeper tells you to buy a new bread, would you do it? No, you wouldn’t the only time you would buy the new bread is when you need it. This same applies to your prospects as well. You can’t decide when you wish to sell to your prospects, at the same time your prospects want to buy it. They need time.

Interesting Read : How to be a Good to Great Sales Rep in 2019?

Say that the shopkeeper is telling you that this new bread is healthy and can help you keep fitter, wouldn’t you like to try it out next? This is exactly what you need to do, you need to nurture your prospects so that when they have a need, they know that they can come back to you. How can you do this?

By letting your prospects understand the value your solution holds, by explaining them the difference, by helping them understand how your solution solves each of their problems.


3. 92% of all interactions with prospects are built on phone calls

Emails are great, social media is great but do you know what beats them all in the race? Phone calls, if you think that phone calls are dead, you might have to rethink. This traditional technique is still used even now by brands because they show great results. They help to continue a conversation better, the right tone can help the communication to retain longer, doubts are clarified and sales can be made well.

Use this method to continue growing your sales numbers as it never disappoints. To conduct good phone sales, ensure that you are being trained first on how to speak, your language is audible and simple to understand, your tone is right and more.


4. Sales are about adding value

Sales aren’t just about selling, it is more than that. It is about adding value to your leads, it’s about helping them solve an issue, it’s about assisting their needs. Sales are just a process that falls in line but sales are just more than that. You are selling the ideal solution that can help end your prospect’s issues, it is important that you treat it like that.

To get started, try listening more to your prospects, focus on aligning your solution when explaining your prospects, speak like a human, and not a sales rep, make your prospects understand that you are there to help them first. 


5. 50% of sales time is spent on non-productive exploration – The B2B Lead

You’re supposed to learn and grow better, make sales calls and help leads but unfortunately, half the time goes in updating information about the leads giving you less to no time to deal with clients comfortably and this isn’t how it should be working in sales. You need to be smart in your management, get on a CRM that can help you manage your clients in one place.

Use a calendar to fix your schedules and remind you of who you need to call and for what. Move away from diaries and post it and focus on the solutions that you have to take control of your sales process.


6. Never fall after a loss

Not every sales call will turn into a successful lead conversion and you know what that’s okay. Don’t fall back for every sales failure call, treat it as a lesson to improve in your next call. Remember this always if sales were so easy, there wouldn’t be competition. Your sales growth includes failure and this failure is nothing but a lesson to help you grow better. 


7. To increases sales, you need to grow too

The first time sales reps and experienced sales reps have a huge difference. If you wish to sell in the near future and see it as a career, then you can’t continue being the first time sales reps in your entire journey. You need to improve your skills, make yourself better than what you were yesterday and that is how you can excel in your sales game.

Interesting Read : How to Develop, Refine and Optimize Your B2B Sales Process in 2019?

The process isn’t tough, it is more learning and putting your actions to test. All you need to do is put some time aside for your growth, research about how you can improve your sales skills such as speaking better with clients and more, speak to your peers and learn from them, get in touch with sales experts in your industry and learn from them, join groups and grow better, all of this will confidently help you the sales code better.


8. Sales representatives who use social sales are 50% more likely to reach or exceed their targets – Inside Sales

The online world is huge, in fact, it is the hub for businesses who want to excel better in 2020 and the years to come. This applies to your sales strategies as well. When you use the online platform where almost all your prospects are hanging out, don’t you think closing sales deals or rather capturing the right prospects becomes easier?

From engaging with the right prospects on groups or blogs to posting social media content, the online platform can help you score your ideal prospects as well, make as much use of it as you can. To sell on social media, you can do so much such as create ads, post blogs, join groups, and engage with prospects, and more.


9. Leave out on non-interested prospects

If your 10 friends like the colour red, that doesn’t mean you will like it too. You may force yourself to like that colour, but after some days you’ll stop that as well. This is exactly how you need to function with your non-interested leads. Many sales reps assume that every lead that comes to them is the ideal one or that they have tapped the right leads and need to nurture them.

Interesting Read : The Guide to Phone Selling Techniques Which Demands Your Attention In (2019)

Well for starters, this shouldn’t be the way. If you understand that a lead cannot add value to your business or that it makes no sense to sell to them, immediately avoid such leads. Never make the mistake of spending time on non-interested leads as you will be pushing away the golden opportunity of tapping the ones that are genuine. 


10. 84% of B2B decision-makers start their purchase with reviews – Edelman Trust Barometer

If your friend told you that they have been using a product that is helping them to be fit in less than two weeks and is showing the results, would you still have a doubt on your friend’s word? No, instead you would immediately start to try out that product. This is exactly how you can sell better too.

When you sell or pitch to your prospects, telling them that xxx person has benefited from your solution in an abc way, chances are that new prospects of yours will want to invest in your solution and give you a chance. Today for any brand to be tried out, testimonials, reviews, and more are important. If there are more positive reviews, a new prospect would go ahead and invest in the brand, if not you know the deal, they would just walk away.

Increase your sales chances by adding social proofs and telling your prospects how you helped your other prospects achieve their needs and you will be surprised at the purchase rate of your solution.


11. Creating bonds over sales numbers

Sales will be there, sales pitches too will be there, but do you know what needs to sustain longer than all this, a bond that you need to share with your prospects. See it in this way if you’re going to just focus on selling, you might be able to increase conversion and hit the sales target but retention of valuable prospects will soon fade away.

Learn to look at your prospects from the point of view of helping them. Make it your focus that you need to help them find their needs and tell them why your solution or rather how your solution can cater to their needs better. When this happens, your loyal leads will increase but at the same time, your sales numbers will increase in the right value.


12. Take control of the sales process

Did you know that when you take control of your sales process, you are one step closer to achieving your goals? Your sales process would be the steps you would use to engage with your prospects such as when you will reach out to them, what will you share to make them learn more about your product, when you will speak to them again, have meetings, and more. 

Interesting Read : 30 Lead Generation Tools to Hack Your Growth Rates

All of this contributes to a better prospects engagement and conversion because you are conducting a process that is bound to help you sell better. Ensure that you plan how your sales process well such as how you want to get started and more.


The Bottom Line…

With the tricks above, it will become now easy for you to get started or enhance your sales activities. Sales is a process that best gets better with regular growth and practice.

Before you head out to start on your sales activities, let’s do a quick summarization of what we’ve covered:

Key Takeaways:
  • 35% of email recipients open email messages based on the topic and nothing else
  • Prospects will purchase when they need to buy and not when you decide to sell to them
  • 92% of all interactions with prospects are built on phone calls
  • Sales are about adding value
  • 50% of sales time is spent on non-productive exploration – The B2B Lead
  • Never fall after a loss
  • To increases sales, you need to grow too
  • Sales representatives who use social sales are 50% more likely to reach or exceed their targets – Inside Sales
  • Leave out on non-interested prospects
  • 84% of B2B decision-makers start their purchase with reviews – Edelman Trust Barometer
  • Creating bonds over sales numbers
  • Take control of the sales process

So tell us what did you think of this article? Would you too like to add some sales prospecting techniques to the list? We would like to hear from you as well.  

sales prospecting techniques limecall
Leena Fernandes

Leena Fernandes

A writer by choice. Leena has served her passion for writing mainly into the B2B marketplaces.

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