ARE YOU A STALKER OR A PROFESSIONAL SALES PERSON?

Stalker: a person who harasses or persecutes someone with unwanted and obsessive attention. (Source: Google dictionary)

Professional salesperson: Someone who sells products or services to potential customers. They seek to solve prospects’ challenges through the products they sell. Great sales professionals will have strong selling and communication skills (Source: HubSpot)

When selling high-value products or services to high-end B2B prospects, the stakes are high. Professional salespeople recognise that the sales cycle will probably take longer, and rather than push the product, they build relationships first. There is always a danger, however, of the less-experienced salesperson becoming a stalker in his eagerness to close the lucrative deal. When the prospect answers your call, you have only a few seconds to create a lasting impression.

You decide which you are…..

Bombards with contacts that do not add value
No planned touch points
Does not bother researching the prospect company: the current products used, the culture of the company, the prospect’s requirements before calling
When the prospect takes his call, his opening line is unimpressive – Immediately begins to ‘sell’ his product – talks about the features of his product, not the benefits to the prospect
Makes statements instead of asking questions – comes over as pushy, aggressive
Talks more than listens – doesn’t recognise that the prospect is busy and would like to end the call
Keeps calling /emailing, giving the same information
Doesn’t handle rejection

Spends time in research: the current products used, the culture of the company, the prospect’s requirements before calling
Builds a relationship with the prospect – comes over as an advisor more than as a ‘salesperson’
When the prospect takes his call, he introduces himself, his company, and opens with a prioritised benefit that he knows will inspire interest. Assures the prospect he would be dealing with an organisation that values it clients
Lets the prospect know that he is considering the value to the company, doesn’t just sell to the prospect
Listens more than talks – has a conversation, not a hard-sell. Asks open-ended questions
Understands the prospect company’s goals and strategies
Only contacts the prospect when they can add value to them

Your prospects have accesses information on your product and company, through technology. They know about you before you interact with. A clearly defined contact strategy that adds value is important. Define your touch points.