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I implemented this strategy with a B2B company struggling with a long sales cycle. By consistently pulling up appointments, they reduced their average time to close by 40% and saw a corresponding increase in their conversion rate. 📈 📋 Implementing an Off-the-Call SOP Here’s a secret that top-performing salespeople know: What you do between calls is just as important as what you do during them. That’s where an off-the-call Standard Operating Procedure (SOP) comes in. This SOP is essentially a checklist ✔ of actions to take immediately after hanging up the phone. It might include tasks like: 1. Sending a follow-up email with discussed points ✉️
We worked with an agency that implemented this strategy. They saw their follow-up effectiveness improve by 50%. More importantly, their sales team reported feeling more organized and in control of their pipeline. 🛠 🎙 MASTERING THE SALES CONVERSATION Now that we’ve maximized our opportunities, let’s focus on making the most of each interaction with a prospect. 🎨 The Art of Preparation Top salespeople know that the sale begins long before the call. Spend at least 10% of your scheduled call time on preparation. For a 30-minute call, that is only three minutes of research but can make all the difference. I once worked with a B2B company that implemented this strategy. Before each call, their sales team spent five minutes researching the prospect’s company and recent news. The result? A 25% increase in their conversion rate simply because they could tailor their pitch more effectively and build rapport faster. 🤝
2. Updating the CRM with call notes 🖥 3. Scheduling the next follow-up 📆 4. Reaching out to pull up future appointments 📲
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