Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 134 Adding Value vs. Helping a Prospect - Michael Pedone
What do you do when you connect with a warm lead, but they don’t seem receptive? What’s the difference between adding value for a prospect and actually helping that prospect? These are some of the questions that today’s guest will help answer.
Joining the podcast today is Michael Pedone from SalesBuzz. Michael is an advocate for sales skills and SalesBuzz is an online sales training site that provides helpful information for sales professionals that can help take you from the top of the funnel all the way to the close. Listen to today’s episode to hear what Michael has to say about common mistakes people make with important sales skills, the definition of a cold call, and connecting through LinkedIn.
Episode Highlights:
- The most impactful sales skill that Michael sees people bungle
- The definition of a cold call
- Throwing out the “easy” button
- Why you shouldn’t remind a warm lead that they filled out a form
- Approaching leads with the intent to help
- The difference between adding value and helping
- The cadence that works best in a selling situation and how to blend it with different modalities
- Connecting through LinkedIn
- How often you should be prospecting
- Why people should really want to be in sales
Resources:
SalesBuzz
Michael Pedone