The top 4% of salespeople don’t focus on the close. They focus on another key important attribute of the entire sales process. In fact, 40% of their time is spent on cultivating this one thing – Rapport. Find out a simple 4 step structure to help you build rapport in every meeting with a prospect.
“If you have more money than brains, you should focus on outbound marketing. If you have more brains than money, you should focus on inbound marketing.” — Guy Kawasaki
Introduction of the new buying process
With increasing popularity of online and social media channels, lead generation has gone through substantial changes. The concept of buying process has changed from finding customers with mass advertising and email blasts, to “being found” and focus on building continuous relationships with buyers. Here are 5 tips on how to generate more qualified top of the funnel leads.
Sundar Pichai recently said: “The internet and digital technology will be an engine of growth for the Indian economy. Today, anyone can become an entrepreneur, a developer, or a creator, but it is important that they have the right tools and skills to digitize. We believe it is important for us to invest in training and equipping these individuals and small businesses to accelerate their journey of growth.”
A solid lead generation strategy will help you build trust and capture the interest of your buyer before they are even ready to contact sales.
What can help you achieve this goal and keep your funnel full at all times? Start with these five tips: (more…)
Businesses fail due to diverse reasons. However, scarcity of funds remains as one of the major contributors to business failure. In today’s highly competitive world, businesses perish when they fail to grow. With growth being primarily fueled by continuous investments, a dearth of adequate funding may actually hinder growth, which, in turn, may shorten the lifeline of your business. The inflow of external finance can promote a drastic growth of your business only if you know how to capitalize on it. Additionally, you should have certain key things in place in order to be able to attract the right type of finance.
What do you need finance for?
Why do you need finance to grow? You may need finance to grow in a number of different ways:
- Expand into new markets
- Acquire human capital and get the right talent in place
- Develop new products or services
- Expand the reach through marketing.
So finance is required to support major functions, and it can really help accelerate the growth of a good company.
Getting Funded through Private Equity
So how can we attract finance especially by means of private equity? When you opt to raise funds through private equity, a group of financiers lends you money and, in return, they take a shareholding in your company, so they’re invested in that particular way. According to the latest weekly DNA Money update, PE-backed companies outperform various companies that are listed on the SENSEX. Additionally, it shows that the revenue growth of PE-backed companies over a five-year period is 40% as opposed to just 18% for the NIFTY Midcap or just 15% for non-PE-backed listed companies.
Interestingly, the asset growth is also 46% higher compared to just 16% with non-PE-backed listed companies, and 18% for SENSEX-listed companies.
We will reveal 4 key steps, which will improve your readiness to acquire PE finance:
Would you like to earn revenues that would be four times higher than what you currently earn today? Well, there’s one simple way through which you can achieve that – focus on your core activities. A recent EY report revealed that the companies which did this one thing had four times higher revenues than the companies that did not. So what is that one thing? Well, it’s related to your operations.
Focus On Your Core Activities
Companies that segregate their core activities from your non-core activities have four times higher revenue vis-a-vis companies that don’t. In this article, we present two different examples that make a business case for this. (more…)
How would you like to sell like the Top 4% of the best salespeople in the world? I’m going to share a sales blueprint that is used by the top salespeople in the world to generate billions of dollars of sales. In this blog I will cover 10 powerful rapport building strategies of the best salespeople. Rapport building is the #1 skill that salespeople learn to get outstanding results.
The Sales Blueprint
The pyramid above describes key steps of the sales blueprint that you need to take a prospect through:
So where do you think the top sales people invest the most time in this pyramid?
The right answer is establishing rapport.
“40% of time of the top salespeople in the world is spent on building rapport with prospects and clients.”
So what is rapport and how do we develop it? (more…)
Want to know how to persuade prospects and sell more? The power of influence is usually all that separates the successful from everyone else. These are some tactics, discovered through psychological research, that you have probably not yet heard about, but have the potential to increase your persuasive abilities. While many of you may be familiar with the concepts of persuasion by master influencer, Dr. Robert Cialdini in his book Influence, I’m going to cover 8 lesser known persuasion secrets to sell more.
Persuade skeptics with certainty and energy
Want to sell more? Talk with certainty and energy.
Don Moore from Carnegie Mellon’s Center for Behavioral Decision Research has published research showing that confidence even trumps past accuracy in earning the trust of others.
We prefer advice from a confident source. When people exhibit certainty and energy in their presentations are perceived to be more confident. Use body language which conveys certainty. Use a higher volume and pace in your speech. Both these convey greater certainty and energy.
People naturally associate confidence with expertise. Know your product, know the facts about its benefits and believe in what it does – true confidence becomes from knowing and believing what you’re saying. It’s essential that we communicate our confidence to others in order to persuade them.
Get people to agree with you first to sell more
If you want to persuade people to buy into your message, start with something they can agree with.
In a research study by Jing Xu and Robert Wyer established, there were lingering effects of messages people agree with.
So when you want to sell more, make statements or represent a world view your customers can agree with first – even if they have nothing to do with what you’re selling. I tend to use analogies and build agreement frames first. For example I might ask a series of three or four questions where the prospects answers will reaffirm a world view that they hold. After that I will introduce my product or service to them.
Repetition of words or a visual pattern not only causes it to be remembered (which is persuasive in itself), it also leads people to accept what is being repeated as being true.
Make sure you repeat key benefits or unique serving proposition in your sales copy, ad campaigns and presentations many times. Use friendly repetition to create familiarity and hence liking.
Say to yourself: Great sales people suffer from Repetitis! Great sales people suffer from Repetitis! 😉 (more…)