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How Your First Meeting Repels Your Prospective Client

Iannarino

The Gist: The way to a second meeting is a valuable first meeting. A lot of legacy practices prevent second meetings. You never get a second chance to make a first impression, which means you have a lot riding on your meeting with a new client. How to Avoid a Second Meeting. Low-Value Conversations.

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How to Run a Successful Virtual Selling Team

Veloxy

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317
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4 Cold Calling Tips for Making a Good First Impression

Veloxy

Get ready to impress more buyers and get more meetings. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”: Demonstrate that you know their business.

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The Unrecognized Benefits of Cold Calling

Iannarino

Yet all these approaches deprive you of the many benefits of cold calling, by allowing you to hide behind a screen and avoid having to speak to the human being you are asking for a meeting. Make enough calls, and you will bump into people are grouchy enough to say something rude or just hang up on you. Hearing the Word No.

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How to Avoid Spamming Someone on a Cold Call

Iannarino

Do not target the companies that already buy what you sell or are highly likely to start doing so. The primary ingredient in phone spam is the fact that what you sell has no relevance for the person receiving the call. Make sure you tell them exactly what you sell and how you 100% guarantee that they need this product.

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The Medium Is Your Message

Iannarino

The same trend has made many best practices so prevalent that entire swaths of selling are now fully commoditized, making many sales conversations transactional rather than consultative. I understand the sentiment behind “that meeting should have been an email,” but you will find me firmly ensconced on the pro-meeting side.

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Everything Wrong with Prospecting

Iannarino

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. Few professionals would sell something to someone who wouldn’t benefit from what they sell.