“People don’t realize the work we have to do to even get to the point where we have the first conversation. Those are coveted conversations and as such we should plan for them.“
No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering your sales pipeline.
My guest today says when it comes to pursuing sales leads, most sales professionals approach prospects without much of a plan. Many businesses fall short because they haven’t developed effective outreach habits. They “wing it” on sales calls and therefore miss out on vital opportunities to further the conversation with prospects.
Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient and predictable way. Marylou shares with us the secrets to effective cold-calling and the biggest mistakes salespeople make when reaching out to potential clients.
“People are reluctant to plan,” Marylou says. “My notion is that the more you plan, the more prepared you are, the better you’re able to handle (sales) situations because you’ve role played in your head the possible scenarios of where that conversation can take you.”
Today, we’re going to talk specifically about why planning is so important, the different stages of awareness buyers go through when making purchase decisions, and the problems salespeople encounter when they cold-call a prospect.
I know you’re going to love this discussion, and you’re going to learn a ton from Marylou Tyler on this edition of Grow My Revenue!
Listen to this episode and discover:
- Why the most important part of a call happens before the call.
- Why going after minnows is better than going after whales when you’re starting off.
- What “call blocking” is and how to use it to land bigger accounts.
- The five stages of buyer awareness and how to prospect at each stage.
- And so much more…
Marylou Tyler is a speaker, trainer and co-auther of the best-selling book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of SalesForce.com. Marylou started her career as a systems engineer for a think tank in Los Angeles, CA developing operating system software. She never had any plans to become a sales and lead generation expert. But as luck would have it, she was moved into sales after it was clear the sales team struggled to sell disruptive technologies.
“When I first was faced with this…notion of sales it just seemed chaotic to me. There was no rhythm to it. My whole life was about process and methods and systems,” Marylou says. “So the thought of going into this mushy thing called sales was really scary.”
But Marylou applied her background as an engineer to her new role and quickly realized the sales process wasn’t so mushy after all. She discovered that by implementing clear and consistent strategies to the sales process, she was able to increase the number of qualified leads entering her sales pipeline. So she began teaching others how to do the same. By taking simple yet focused and consistent action, clients were able to go from cold leads to closed leads quicker and more efficiently.
“I think people don’t realize the work that we have to do to even get to the point where we have the first conversation,” Marylou says. “Those are coveted conversations and as such we should plan for them accordingly.”
In this episode, Marylou talks about:
- The five stages of buyer awareness and the prospect’s buying cycle.
- How salespeople can plan for cold calls.
- Why salespeople should not work from sales scripts, and what they should do instead.
- Why language (the words used in conversation) is so important when talking to customers.
- Why smiling is key in sales.
Most important, Marylou talks about the need to develop good habits. “What I want you to do is move from that discipline stage to habit,” Marylou says. “When you move to habit and you do this every day you are going to be successful.”
Tune in for all of these nuggets of wisdom, and more, on today’s Grow My Revenue with Marylou Tyler.
Also Sponsored By:
Check out John Ruhlin’s new book Giftology. John is a brilliant guy, and his book is sure to be an instant bestseller.
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As always, this episode provides inspiration, entertainment, and especially an actionable message that can drive remarkable results – and if you have any questions for a future episode, contact me.