New Sales. Simplified.

3. Actions—Specific Sales Activities You Will Commit To.

if we don’t have a plan and process when sitting down with a prospect, then the meeting will default to the buyer’s process.

“Let me steal a minute” is an easy phrase that I prefer to use to kick-start the call. I say the prospect’s first name, my name (first and last), and usually add my company name. “Hi, Fred. It’s Mike Weinberg with The New Sales Coach. Let me steal a minute.”

Salespeople should spend a full third of their time working hot opportunities, another third working deals that are currently active, and the final third in proactive pursuit of targeted prospects that are not yet active.

5. Ask for a call back; state that you will call again.

I ask salespeople to do everything possible to create a selling environment where it feels like we’re on the same side of the table as the buyer—figuratively and literally.

I ask salespeople to use a casual, comfortable tone and to attempt to sound as normal and genuine as possible when phoning prospects. It’s even helpful to be slightly informal.

List all the reasons that you believe your company, product, service, or solution is better and different. Cover the gamut of reasons, from culture issues through technical expertise, proprietary processes, and service guarantees. Don’t forget to include yourself and the difference you bring to the table for clients.

there are a thousand salespeople failing at new business development for every one salesperson who is failing to serve the needs of existing customers.

Here we deploy the full-form power statement in all of its glory. In phone calls, voice mails, e-mails, and other sales weapons we’re limited to using bits and pieces of our power statement, but at this point in the meeting we can let it fly.