When it comes to sales prospecting, there are a lot of advantages to having people with experience doing the job. Unfortunately, companies often contradict the message that generating sales leads is a top priority by placing inexperienced people armed with limited resources in charge of prospecting activities.
Sales prospecting is a distinct skill set relative to nurturing and closing deals. Therefore, some people possess more talent in this particular area and increase performance with practice.
The following is an extensive look at primary benefits of experienced sales prospectors:
Make a Great First Impression
The adage that “you never get a second chance to make a great first impression” is especially true when it is used in reference to the selling process. A poor first impression is off-putting to prospects who are already leery about talking to salespeople, and the odds that you can convert someone after a bad first call are slim.
By having experienced reps making first calls, you have a much greater shot at delivering the right message the first time with a given prospect. The experienced rep understands the preparation necessary for the call and the strategies to navigate the first call with both proactive and reactive communication.
Stronger Need Discovery and Problem-Solving
Experienced sales prospectors also realize the importance of an in-depth need discovery process that builds a broad scope of a person’s problems. Before salespeople can nurture and close, they need to understand how a prospect’s problem is adversely affecting quality of life or business success.
In-depth need discovery includes acquiring an awareness of all people and processes affected by the problem. In addition to setting the stage for greater conversion efficiency, thorough need discovery contributes to your ability to sell higher-value solutions that fully meet a buyer’s needs.
Faster Selling Cycle and Improved Profits
Inexperience contributes to a lot of wasted calls and missed opportunities with high-potential prospects for your business. Even if an inexperienced rep manages to land an appointment with a prospect, the lack of experience can cause delays early on in the selling process. Missteps and uncertainty slow down communication and sales activities.
Experienced reps not only get the information necessary early on, but they do so efficiently and set the stage for efficient selling cycles. Strong prospecting fuels efficiency during the nurturing and closing stages of the cycle. More efficient selling cycles contribute to more profitable results on each sale, but they also boost profitability by allowing your team to engage with more prospects over time.
These are some of the benefits of putting experienced reps in charge of your sales prospecting activities. Just remember you never get a second chance to make a first impression!
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