Ensure Prospect Quality
It may sound like overkill, but it is absolutely essential for sales professionals to vet and curate their prospect list on a regular basis. Wasting time on consumers who have no interest in your product or service isn’t just frustrating –– it can actively cost your company valuable money and resources. As such, take the time to vet prospects carefully from your sources and always update your contact list.
Have a Conversation
A sales pitch is not a monologue. Rather, the best sales professionals communicate effectively with their prospects by listening to them. Start your sales pitch by establishing who you are, who your prospect is, and what you can do for them. From there, be willing to listen to what your prospects have to say. While some individuals may decide to end the conversation there, others may ask follow-up questions or want to know more about your company. Be ready to answer them! It’s okay to go off script if it’s in service of connecting with a potential customer.
The best salespeople are able to zero in on specific consumer concerns and issues. Rather than spending your pitch talking about every service your company offers, instead focus on what’s most pressing to your prospect. If, for instance, your prospect is interested in installing solar panels on their home, have specific figures and facts you can discuss with them about just that process.
Apply (Good) Pressure
Though it can be a bit uncomfortable for some sales pros, applying a little pressure can be beneficial to closing a sale. No, you don’t have to give every prospect on your list the “hard sell.” But at the same time, you shouldn’t be afraid to let them know what your product or service can do for them. What’s more, use time to your advantage. People hate the idea of missing out on a special offer, so be willing to put your prospect on the clock. Subtly applying a little pressure can empower a prospect to make a positive purchase decision.
End with a Plan
At the end of every sales call, you should be prepared to do one of three things: finalize the details of a sale, follow up with the prospect at a later date, or thank them for their time and move on. Don’t let a sales call end without having a clear idea of what you want to do moving forward.
At Haines, we have the tools and resources sales professionals need to find and connect with quality prospects on a consistent basis. Our innovative Criss+Cross™ program makes it simple for agents to generate excellent prospects in their area. If you’re ready to help your sales team reach new heights, then contact us here to get started.
To learn more about finding prospects and real estate tips along with some FREE scripts, check out our Guide on Cold-Calling Scripts & Tips for Real Estate Agents.