Insider Sales Tips

By Madelyn Ferdock, Marketing Assistant

Going into a sales meeting can be scary; we all know that. But what you might not know is how to alleviate more than a few of those fears. A lot of those pre-meeting jitters can be quelled by preparing questions for your prospects. The more you know about your target company, the better you will be able to show how your service is going to benefit them.

Our sales team presents their tested and proven Sales Insider Tips.

1. Ask questions

Create a pre-meeting template questionnaire that will give you more opportunities to customize your sales presentation. The goal of asking pre-meeting questions is to find the pain your prospect’s company is experiencing. This way you prepare your presentation in a way that will position your service as a solution.

In order to ask the right questions, you have to know about the prospects’ services and perhaps new services or functionality they are about to release to the public. It helps to have done research about the target company before sending your list of questions. News articles are a good resource for such information.

Pharma BDI makes it easy to get pharmaceutical, biotech, and diagnostic specific news right to your inbox. All that is needed is to do a search for a company and Pharma BDI will give you back a list of news articles mentioning that company. Pharma BDI gives you verified leads and industry-specific news all in one platform.

2. Stop convincing

If you spend the majority of your sales pitch attempting to convince your prospect why they need you, you may be overdoing it. Stop trying to convince your prospects they need your product/service and start showing them how you are going to make their lives easier.

Sure, you need them to buy your service, but don’t advertise this. Point out areas of their company that your service could improve and streamline. Expressing your understanding of the challenges their industry experience will show the depth of your industry knowledge which is how to bond with your potential customer.

This is where those pre-meeting questionnaires come into play. These questions help you figure out where the gaps are that your prospect is experiencing difficulties. The question you want to hear your customer is is “How will your service benefit us?”. Once asked, you can begin showing how your service will fill the gaps within this company. Be specific!

3. Be sincere

Customers can tell when you aren’t being genuine. Have confidence in what you are selling and how it will improve their company. You do this by doing your homework as mentioned above.

Your CRM news feed provides you the knowledge needed to analyze your prospect’s company news that will help you fix their pain points.

Here is an example of how to effectively use all steps outlined above:

Here at Sales-Link Inc., we understand how hard it can be to find verified leads in the Life Science Industry. Your sales team works hard searching LinkedIn, news outlets, and the thousands of company website pages. Stop having your sales team do the lead generation grunt work, and start having them sell more.

A powerful yet easy to use CRM will help kick off a great sales department. Hundreds of thousands of searches, verified information, and secondary and third level data sets is what your sales person needs you to commit to for them to be successful. So sales reps, keep asking for the right tools.

Learn how to use the CRM system but ensure your CRM provider makes it easy for you. It is the CRM developers responsibility to make it easy for their users to access information that is readily available at their fingertips. Keep asking for easier functionality so you, the salesperson can be successful.

Create email campaigns, do your daily outreach and remember to keep talking to the customers about their needs. Keep generating smart questions so your customer knows you are thinking about them.

Sales-Link is a services organization supporting sales teams since 2001. We bring the best tools and techniques to our customers.