Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What is it specifically that they are trying to improve? Is efficiency the issue because they have to go through a tedious process to enter data? Or is it that their current solution forces the user to do too much grunt work on their own? This is the insider sales information that you need to figure out, according to Doyle Slaton.

The more information you have about each prospect, the better you will meet their needs, and possibly uncover more opportunities for your sale. A good salesperson understands that each client’s needs are different. Taking the time to understand their unique pain points will allow you to market your product better. Take a step back, look at the problems they have, and then go through the attributes of your solution and try to match them up these pain points. If you focus on remedying the prospect’s problems instead of trying to sell them on something they might not care about, they will be much more likely to take a vested interest in your product.

Don’t just use a general sales pitch. Customize your conversation/pitch for each prospect in order to engage and interest them in what you are selling. If you have taken the time before the call to figure out how your product fits their problems, this should be easy. Show your prospect that your product or solution is the best one to meet their needs instead of telling them how great it is.

While this requires a little extra effort for each call, it will pay off in the form of many more closed deals. Prepare for each call, understand your prospect and their needs, and devise a plan of attack in the form of an outline that fits certain aspects of your product to their needs.

Are you well-prepared for your prospects?

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 While the practice of not letting leads go cold is widespread, increasing the speed at which the leads are contacted after they first appear may be more crucial than is currently perceived by the majority of sales and marketing individuals. A new study by Leads360 shows that there is a direct correlation between the time it takes to contact a lead and conversion rate. According to the study, 88% of all leads that eventually convert were called within the first 24 hours. Even more astonishing is this figure: “sales leads called within 60 seconds of being first generated online showed a fourfold (391%) advantage over average conversion rates”. While it may be a bit of a pipedream to think that you can always get to your leads within a minute of them popping up, this stat still shows the importance of getting to your leads quickly. The faster you can get to the leads, the more likely they are to still have your product top of mind, and the easier it will be to convert them into an opportunity.

 That being said, don’t sacrifice speed for quality here. Don’t call the prospect if you aren’t fully prepared (for instance if you haven’t done any research into the prospects needs and how to position your solution to them appropriately). The fact that you called them within ten minutes of them opting in doesn’t mean squat if you have no idea who they are and why they might need your product. Take a few minutes to figure out who you’re talking to and what their needs are, and then make the call.