Catch the third video of our Uncommon Sense for People who Sell series today. Find out from the buyer’s perspective, “Why sales people irritate.” Be clear on whether your sales messages are high-value assets or unintended sources of annoyance.

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TRANSCRIPT

I’m sure your sales director has it drummed it into you that persistence pays in selling. Well I hate to argue with your boss but…

A study conducted a few years ago asked hundreds of buying organizations how they value sales rep persistence. The result: Only 4% of prospects said they appreciate persistent calling, while more than 70% say they find it irritating!

Now … before you ditch persistence as a positive sales attribute let’s be clear … persistence is good. What’s irritating is how you persist.

If you’re one of those sales people that delivers uninspired, valueless messages like …

“I sent you an e-mail and haven’t heard back”
or
“I haven’t heard from you in a while so want to follow up and remind you all about me.”
or my personal favourite…
“I’m just “checking in.”

I tell you … Hearing this several times would put me with that irritated 70%.

So stop “following up” and start delivering relevant messages that provide value to this specific buyer now. Use market data, relevant news, client successes and testimonials, statistics… Be ruthlessly relevant so that you accelerate this client’s interest in connecting with you … and nobody else.

Want help making the shift? Here’s where to find us.
www.salesSHIFT.ca
results@salesSHIFT.ca