This Sales Approach Is Crazy, But You Should Do It Anyway
What’s the craziest email you’ve ever sent to a prospect? We’ve got one to share with you that involves alien abduction. Oh yeah. The results were through the roof!
In Today’s Jam:
Get a little ‘crazy’ with your strategy.
When a prospect says ‘it’s too expensive’, do this.
Good artists copy. Great artists steal.
Stay the ‘Course’.
Get A Little ‘Crazy’
Subscribers haven’t been opening those emails like they used to? Maybe things are getting a bit ‘stale’.
“When you do these special activities, it’s like a slice of pizza. It doesn’t always have to be that good, but it’s always a slice of pizza.” - Jason Baskaran, Sales Director, GetAccept.
Switching up your approach to connecting with prospects or clients, doesn’t have to be anything ‘incredible’. Here’s how Baskaran achieved that by just putting himself (or his business out there) and getting a little ‘crazy’.
When getting ghosted by a prospect, Baskaran shoots them an email with the subject line: “Have you been abducted by aliens? 👽👽👽”. The body of the email includes a photoshopped image of a spaceship abducting the prospect. “I CAN SAVE YOU” is spelled out in red above the spacecraft, accompanied by the subtext, “I think you’ve been abducted by aliens, but if you haven’t, I’d love to hear from you!” Clicking the photo takes users straight to his calendar.
The results? A 100% response rate with at least half of users booking a meeting!
When a Prospect Says ‘It’s Too Expensive’, Do This…
First off, don’t panic. In fact, don’t do anything. Not yet.
According to sales trainer, Colleen Francis, you can ask up to three questions before addressing the objection. Respond to your prospect by taking these steps:
After the objection, pause for three to five seconds.
Explore the pricing objection.
Summarize the prospect’s objection in a few sentences.
Tie everything back to your product’s value.
Also, determining whether the prospect means it, can shift the entire dynamic of the call. Sales expert Geoffrey James believes that an objection is imaginary until a prospect says it at least twice. How can you tell more quickly whether the objection is real? Simply agree with them and add that the “best products tend to cost more”.
Additionally, a strong sales rep can dig deeper into the prospect’s concerns by uncovering whether the issue is with cash flow or budget. This matters as the prospect may be concerned with a literal budget, but in other cases, it may be the payment terms.
Lastly, you can simply put the prospect in a position where they are forced to weigh their options. Sure, X product may cost Y amount of dollars. But how much will it cost their company to do nothing about the problem?
Pro Tip of the Week: Good Artists Copy. Great Artists Steal.
So what does this have to do with sales? A lot. Sort of. The age-old saying is one that can be applied to many things, sales included. Say you’re new at sales and you want to up your game as fast as humanly possible. You can keep wallowing in noob land, and botching everything you touch. Or you can identify a team member that knows his/her way around the office and has mastered a trick or two in their field, and no, we’re not suggesting that you mug them. Instead, copy them. In fact, steal their best ideas and tactics and follow it all to a tee (at least when you first get started). Chances are this sales rep’s got a boatload of experience and it will show in their work. After a while, you’ll eventually develop your own rhythm and learn to make successful moves by lifting from the rulebook and adding a touch of your own way of doing things. It beats spending the first 6-8 months, stumbling across the office, making mistake after mistake!
Stay the ‘Course’ (We’ll See Ourselves Out)
Put some oomph in your sales team’s step with comprehensive sales courses. How about one on consultative selling?
A global leader in sales training, Rain Group will help you “lead masterful sales conversations with consultative selling skills.” At least that’s how they’re selling this product. Here’s why we like it:
The Good Things
Provides custom course for your team’s needs.
Offers a mix of onsite workshops and virtual instruction.
Learning objectives are clear and designed to improve sales results.
The Not-So-Good Things
Customized offerings are a bit pricey.
Consultation is needed for a price quote.
“Oh Snap” Moments In Sales This Week
Organized by Tenbound, a Research and Advisory firm specializing in B2B SaaS GTM Sales Development Performance improvement, the SDR Conference goes live on June 21, 2023, at 10:00 am CDT. TenBound has been in the game for 7 years and has a list of clients that goes on forever. Interestingly, they help sales companies structure their teams and implement SDR training, processes, and procedures, achieving what some describe as “immediate growth in activities, results, and outcomes.”
The upcoming virtual event will touch on the following:
AI for Sales