One of the key things any seasoned sales professional will agree with is that sales happen majorly due to the prospects’ trust on the sales person than on the product or service. While a good product or service triggers the sale process, it is the selling mechanism that actually instils the confidence in the prospects and translates them into customers. It is better understood if I say that sellers, but not the offerings are the key differentiators in today’s competitive market place.
In a webinar, Connie Kadansky, a professional sales coach shares some workable insights on effective prospecting and beating the sales call reluctance.
Connie has won several accolades in her professional journey- Best in Class for Assessments for SPQ gold assessment, ATM Gold Toastmasters International and Scholarship to China REN coaching to name a few.
Connie has been interviewed by Wall street Journal and has been a delegate to Rwanda to work with women in parliament.
Connie points out that Prospecting is the “must have” competency for every sales professional. By understanding the nuances of effective prospecting, sales professionals can present themselves and their offerings better to the prospects thereby resulting in improved conversions. The reality however is that, lack of confidence and an inconsistent approach, act as hurdles to sales professionals resulting in lesser success.
Connie talks about three important things every sales professional must inculcate. The three things she talks about make every sales professional more credible and unique.
The participants of the webinar also had an opportunity to hear Connie speak about visibility management and a unique sales model for improved results. They also got to hear Connie’s views on correlation between prospecting and sales and why sales professionals do not prospect proactively.
At this point, we had another speaker Clinton Rozario who spoke about some very powerful prospecting tools that eGrabber develops and markets.
Clinton is the chief architect of targeted prospect list building tools and showed the participants on how they can build targeted prospect lists for improved success and response.
The second part of the expert talk dealt with call reluctance and the four “A“s to eliminate it.
While explaining these simple steps, Connie threw some light on the behavioural types of sales professionals with special focus on the associated phobia.
The webinar finally closed with some techniques on overcoming call reluctance and factors that block success.