99 times out of a 100 prospects won't buy until they reach a state of absolute certainty in these three things:
- Your product - It will give them what they want
- You - You can deliver the product and the outcomes that want
- Your company - The company is a leader and will support their long-term needs
Ironically, certainty is not a logical equation. It's an emotional one that starts and ends with you. Specifically, your confidence in your product, self, and company.
Building the confidence you need to consistently lead prospects to certainty requires knowledge and understanding of sales, marketing, the industry and businesses you serve, and the solution you offer.
Become a sales professional
Consume everything you can about sales, persuasion, and negotiation.
Practice and role-play new techniques.
Write scripts, review calls, and build a library of email and text message templates.
Learn lead generation
Don’t leave lead generation to your referral partners, past clients, and corporate marketing department.
They will all fail you.
Become a personal branding expert and grow an audience in the industry you serve.
Deeply understand the industry and businesses you serve
Know the industry and businesses you serve - better than they do.
This is not as hard as you think. Your prospect only has one perspective on their challenge or need. You interact with 100s of people in their exact position.
You're the expert.
Know your solution (and your competitors)
Learn the people and situations you can have the largest impact on, and the ones you can't.
Learn your competitors and their solutions better than their own sales reps.
Use this knowledge to become your prospects' preferred comparison tool.