Calling Leads. Information that matters, and how to get them!
Today we will talk about peculiar CRM problems when salespeople can’t qualify leads efficiently.
- You planned a sales boost and your team is stuck and doesn’t reach the goal?
- Salespeople struggle to close deals, but the CRM is there to help.
Calling Leads is a sort of art: collect information that matters, pleasing your counterpart. How to ask and store the right information.
“Vu Cumprà” – With this definition, Italians mention the beach salespeople, those guys who hardly speak the language but approach sunbathing people attempting to sell anything. In plain English it would sound like: “Woul’ b’y?”
This can be a kind word when aimed at poor people who struggle to make a living but can be quite an offense against professional salespersons. Experienced salespeople never ask “Would you buy it?” if they do, they are not experienced.
What matters the most in sales, is rarely the product, mainly the relationship that creates value.
Okay, maybe a 50/50: a bad product can be sold once by a great salesperson but hardly every time. But a great product, to be successful, needs great salespeople and great salespeople do not sell products but solutions.
That’s why the last question that has to come when facing a possible client should be: “Would you buy?” In many cases, people react to it, even if it arrives at the end when the solution has been already accepted by the client.
Oddly enough, nobody likes to be sold, even if everyone likes to buy.
“Vu cumprà” on the beaches often triggers a “no, thanks” answer, even if you may need a lighter…
It is a matter of feeling, a matter of relationship, if the buyer experiences a bad feeling the deal will vanish. Salespeople lead their clients to feel safe, feel confident, to fall in love with the solution, up to the point that the client asks to buy. Simple, isn’t it? Not at all, is it, instead, very hard to manage it naturally. But we can learn the method and train ourselves to embed it naturally in our manner to engage clients.
When companies face a lower conversion rate, these are CRM problems that must be addressed properly. Enhance sales tools is a go-to solution, training salespersons can add value to it.
We at Pipedrive are salespeople in the DNA, (that’s why salespeople fall in love with Pipedrive), we at easyCRM, as Expert Partners, help clients not just by setting up software, but also by improving effectiveness in their sales processes: get more deals close as the ultimate goal.
That’s why we first design the best CRM solution that fits the client’s sales process, then we advise on what will support organisations in getting the best out of their just enhanced CRM.
If you want to drive at best a high-performing car, better if you learn it first.
In our experience with CRM problems, even the best one, is only one part of the solution, organisations are complex entities that require articulate solutions. The more effective approach is to empower organisations via multiple support, well beyond just providing tools. Humans do not work under Newton’s law, they need to understand and learn, then they need support to change values and beliefs so that when behaviors change they can last longer.
For this reason, efficiency gets a greater value when tools and behavior go in pairs. Pipedrive helps in this process because its user experience supports a faster learning curve so that people get confident earlier.
In the sales process, one of the most powerful activities is “calls” and a good CRM can support any activity for the best management. If mailing marketing is losing importance in promotion, cold calls are becoming a serious social problem, an excess of them fostered reactions at any level, that’s why making better calls is paramount today.
What not everyone knows is that Pipedrive CRM is capable of helping to make better calls and then storing them on each contact page: AIRCALL VOIP integration allows recording calls, something normally done for quality and training purposes, but also to keep track of what has been said. What really matters is that calling people should be done using a validated process: better quality, less quantity. The paradigm to make a huge amount of calls to reach a 2% successful one can drive the conversion rate even worse if our metric is just the number of calls. That’s why it is important to use the right tools and operate calls to the best of your possibility to be effective.
- Use a mirror when you talk on the phone, be sure to check you are smiling, and they will get it.
- Think about the person, not the deal.
- You have got two ears and only one mouth, even if on the phone you will use one ear at a time you should talk half-time as you listen.
- Assertion often leads to confrontation, suggesting a possibility instead.
- Ask with open questions, well shaped, straight to the point, and respond clearly and shortly.
- Sales discussion is like a tennis match, anytime you receive the ball or a question, you have to bounce it back.
- The winner is the one who makes better questions that the counterpart can’t bounce back.
If gain effectiveness is paramount in business, designing a CRM that fits the sales process is pivotal to enable organisations to reach that goal. We do that because we are good at solving CRM problems and in care of our clients’ stories, we focus on helping everyone to make his own story a good story, where everyone wins. We like to be part of your story by enabling your business to move to the next stage.