Organisations’ problems in CRM: outcomes differ from plans.
Today we will talk about a peculiar issue of a CRM, when sales people should qualify leads.
- You planned a sales boost and your team stuck with something that does’t work?
- Salespeople use the CRM but struggle in closing deals?
In this article: Choosing a CRM. Calling Leads. Information that matters, how to ask them and store them.
“Woul’ b’y?” With this name italians spot beaches salespeople, those guys who hardly speak the language but approach sunbathing people attempting to sell anything. “Vu Cumprà” can be a kind word aimed to poor people who struggle in making a living, but can be quite an offence against professional salesperson. Professional salespeople never ask “Would you buy it?” if they do, they are not professionals.
As we know in sales, what matters the most is not the product, is the relationship. Ok, maybe 50/50: a bad product can be sold once by 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 have to come facing a client is “would you buy?” In many case 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 mainly trigs a “no thanks” answer, even if you may need a lighter…
It is a matter of feeling, is matter of relationship, if the buyer experience bad feeling the deal will vanish. Salespeople lead their client to feel safe, feel confident, to fall in love with the solution, up to the point that the client ask for 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 as natural in our manner to engage clients.
When companies face lower conversion it must be addressed properly. Introducing good sales tools is a go to solution, training sales persons can also be required. 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 in setting up a software, but in improve our client effectiveness in sales processes: get more deals close is the ultimate goal.
When companies face lower conversion rate this is an issue that must be addressed properly. Enhance sales tools is a go-to solution, train sales persons 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 in setting up a software, 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 client’s sales process, then we advice on what will support organisations in getting the best of their just enhanced CRM.
If you want to drive at the best a high performing car, better you learn it first.
In our experience a software, even the best one, is only one part of the solution, organisations are complex entities that require articolate solutions. The more effective approach is to empower organisations via multiple support well beyond just provide 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 behaviours would change they can last longer.
For this reason efficiency get a greater value when tools and behaviour go in pair. Pipedrive helps in this process because its user experience support a faster learning curve so that people get confident earlier.
In sales process one of the most powerful activities are “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 reaction at any level, that’s why make better calls is paramount today.
What not everyone knows is that Pipedrive CRM is capable to help for make better calls then store them into each contact page: AIRCALL VOIP integration allows to record calls, something normally done for quality and training purposes, but also to keep track of what has been said. What really matter 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 ones can drive conversion rate even worse if our metric is just the number of calls. That’s why is important to use the right tools and operate calls at the best of your possibility to be effective.
- Use a mirror when you talk on the phone, be sure to check you are smiling, they will get it.
- Think to the person, not the deal.
- You have got two ears and only one mouth, even if on phone you will use one ear at time you should talk half time as you listen.
- Assertion often leads to confrontation, suggest a possibility instead.
- Ask with open questions, well shaped, straight to the point, respond clear and shortly.
- Sales discussion is like a tennis match, anytime you receive the ball, a question, you have to bounce it back.
- The winner is the one who make better questions that the counterpart can’t bounce back.
If gain effectiveness is paramount in business, design a CRM that fits the sales process is pivotal to enable organisations to reach that goal. We do that because we care about our clients’ stories, we focus on help everyone to make his own story a good story, where everyone win. We like to be part of your story by enabling your business in move to the nest stage.