3 Tips On How To Write An Email To A Prospect & Things You Should STOP Doing Now
Sales people have a tendency to blame everything on those lousy prospects. But is that true?
In this episode of Whiteboard Wednesday, Bill Caskey rants about about a sales person he met at a game last week. This guy was a real ‘moaner.’ He asked Bill, “Why aren’t these prospects returning my emails or phone calls?” Bill shares with you his response.
In part two of the video, Bill offers an email template that can work in almost all situations. He claims:
“We tend to write emails in the state of need and that shapes what we say and how we say it.”
**You can learn more tips on how to write emails to a prospect or your client at: http://emailitsellersguide.com/
The Abundance Muscle
I had a client in today. He’s a guy that has been a pro at the “back of the house” part of the business (the go-to-guy). Matt has a great personality with a desire to sell, so they moved him into sales. He was maintained and grown a few small accounts, but has not gained a “win” of his own.
We have been working together for several months and Matt’s biggest challenge is his “attachment” to winning the deal (even if it isn’t necessarily good business for him and his company). Trust me; I understand the fear that motivates his attachment:
- Fear of disappointing others – Leaders of his company that he has great respect and affection for and a need not to disappoint
- Fear of letting down his family – A future for his family that is possible with the additional income that being successful in his sales position can bring
- Fear of disappointing himself – Disappointment in himself after being an “expert” in one area of the business and now being “green” in Sales
Matt’s Big Deal
He’s had a deal that he has been working that is a large piece of business—by anyone’s standards—not just the “new” guys. Matt and his team put together a comprehensive solution—a solution different than any the prospect had seen. A solution to help solve the prospect’s pain. 
The High Personal Cost of ‘Assuming’ a Sale
As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through.
In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the assumptive attitude.
That’s when you mistakenly assume you’re further along the sales cycle than you actually are.
You’ll learn:
- How to identify which of these prospects have issues
- What to do about them
Also mentioned in this podcast:
- Subscribe to the Advanced Selling Podcast on iTunes!
- Click here to join our Linkedin group!
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Jump
He who hesitates, get his ass kicked. There’s a book called Jump and the Net Will Appear. I’ve not read the book, but think the title is awesome.
What does this mean for you as a sales person?
- Make the call.
- Go to the meeting.
- Take the risk.
- Close the file.
- Join the trade group.
- Record the video.
- Write the white paper.
How many times do you say, “I need to get that done,” and “that” stays on your to do list for a year. Take Van Halen’s (not the Pointer Sisters) advice and Jump!
Be Intentional! Be Be Intentional!
Lately we’ve been receiving questions around, “How Can I Improve My Sales Cycle?“ Brooke Green answers this question with examples of what it means to have high intent vs. poor strategy in these 4 different situations:
- Networking/Tradeshows
- The First Meeting
- Sent The Proposal and Now You’re Waiting
- Prospecting
You’re Working Too Hard
Sales people work too hard. They do so in the name of ‘aggressiveness’. We’re all proud of our TYPE A behavior.
But, wait a minute…why do we insist on working too hard when there is a huge potential right in front of us and we fail to see it?
In this podcast episode, Bill and Bryan give you some ideas on how to see what’s in front of you and how to harvest it.
Also mentioned in this podcast:
- Return on Relationship [R.O.R]: The New Measure of Success by Ted Rubin
- Want us to play your shout-out on the podcast? Send a video or an audio piece to Jillian at jvanarsdall@caskeytraining.com
- Join our Linkedin group for daily discussions and networking with other sales professionals
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