My advice to any new salesperson is to give Tinder a shot, experience firsthand how the practical sales process works in a social context, and most importantly don't be afraid to get creative. Vary your pitching style, take the prospect's temperature and prescribe your selling style accordingly.
At first glance it seems shocking that there could be a profession in which three-quarters of practitioners are inept. But the numbers make sense when you consider that most people who go into sales have no formal training about how to sell.
They asked you to send them more information. You sent them a compelling document after you returned to the office. But, that was four days ago... and they still have not returned the email. What happened?
As an outside observer, it sounds like their business is not setup to effectively handle projects they would consider small in comparison to their ideally-sized projects. Sadly, few businesses exhibit the discipline to define when they should walk away from business.
The fact is that if you can quantify your value, your internal cost just doesn't matter. Here is a better strategy to establish a pricing model that is based on the value you're delivering to the client.
I recently received a sales call from an individual saying he "wanted to setup time to meet with me about his firm." The caller's introduction was vague and gave me no information into what services his firm provided. It turns out the caller was an investment advisor.
Let's say you convince your prospect that they should switch from their existing vendor to you because you can offer them a lower price. Congratulations. However, did it ever occur to you that they'll leave you for another vendor for the same reason?
Salespeople often have no clue as to why their prospects would even want to buy from them. This question is the ultimate paintbrush in the hand of your prospect. This is where you fully understand what the prospect wants to accomplish from a high level.
The problem is not the small business owners themselves. In fact, I've watched many small business owners go from sales chump to sales star in only a few months' time. Instead, the root problem is that small business owners are following bad advice.
I hear many statements that can derail the most savvy business executive. Even though they are often said with good intentions, they usually are just blatant lies. I've compiled a list of my favorites, along with a brief example of how to address each one:
That type of posting in social media -- whether it is Facebook, Twitter or LinkedIn doesn't work. So what's a sales person to do who wants to expand their network, reach the decision makers, and at the ends of the day -- close more sales?
Don't position yourself as the old-fashioned self-motivated sales person knocking on doors. You are a consultant there to help fill gaps with your offer to enable prospective buyers to achieve an aspirational version of themselves.
Rejection is not necessarily a symptom of a bad offer. The packaging could be perfect, but where you might be deficient is in your positioning. To really win, you have to think the exact opposite of your potential buyer, and it has to happen first thing in the morning.