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Reaching Decision Makers
FROM BULLETPROOF SELLING:
While many salespeople place the majority focus on the specific things they should say on the phone or when in person with decision makers, putting priority on the point of sale means a dry pipeline. In order to have decision makers lined up to speak with, we have to focus on getting as many of them into meetings as possible.
Decision makers are busy and there’s no way to tell which messaging method will get their attention – phone, email, social media, direct mail, etc. Therefore, it’s incumbent upon us as salespeople to use all of them to add value and remain top of mind with our decision makers. That way, we reach them on their timeline and preferred method of communication instead of ours. That means mapping out the type of outreach we’ll conduct, by what methods, and what each of those messages will communicate. From Chapter 6: