Eliseo ManfronOptimise your sales productivity and improve your commercial fitness with one short action per day.
1. Pimp your LinkedIn profile
Update your photo, summary, value proposition, skills set… and ask your best-known linked contacts for feedback
2. Clean up your mailbox and get rid of useless newsletters
Sort out emails, unsubscribe to what is no longer relevant to you and delete ads. Respond to emails you forgot about, even if you received them a long time ago.
3. Set up your videoconferencing place
Set up a quiet and comfortable space to work with colleagues remotely and sell from a distance in times of social distancing. Test you video and audio material for an optimal customer experience.
4. Prepare ready-to-use answers to five key objections
List the most frequent objections that you receive and address the top ones. Write down the best responses to these objections and practice with colleagues in the most natural way possible.
5. Create your cocktail party pitch
The more you talk, the more your speaking fee drops. Prepare your to-the-point personal experience pitch. Try it out so that you appear and sound authentic.
6. Work out your top 5 discovery questions
Think about powerful questions to improve the outcome of conversations. Memorise them for future customer interactions.
7. Find out what your best customers have in common
Create a customer profile for customers you like to do business with. Look for prospects that meet the same criteria and start interacting with them. Keep in mind the tips for selling in times of social distancing.
8. Identify who inspires your most important accounts
Group customers by activity sector and identify their key influencers. Get connected with them, read their most relevant posts and leave comments.
9. Engage in web and social media competitive intelligence
Analyse how your key competitors are navigating this period of FUD (Fear, Uncertainty and Doubt). Find out how they communicate, what is new and how customers react to their initiatives. Identify their strengths and weaknesses and share with colleagues.
10. Build customer success stories
Choose a couple of different industry verticals and build your “happy ending” customer stories. Start with the positive outcome, the original situation and the negative business impact it was generating. End with how they are using your products or services today and take next steps with that customer when relevant.
