We talk a lot about the stages of selling, but engagement is still a fundamental to keep in mind throughout the sales cycle and deserves special attention.
This week, with Tom Le Cocguen (Team lead AE international), we suggest that you go over 6 points to double-check with all your sales representatives, to ensure an end-to-end commitment.
From the very first meeting, your prospect needs to know what is going to happen throughout the entire sales process:
The more the prospect understands what is expected of them, the greater their attention and commitment will be.
Don't forget to involve them in this timeline: "What do you think are the different steps needed to set up Modjo? How can I help you? "What would prevent us from working together?"
At the start of each interaction, clarify:
This is what the beginning of each meeting can look like:
Finally, without a slot in your prospect's calendar, there is no engagement. The follow up should be as close as possible, with a clear agenda, and the to-do for your prospect.
Send the recap in an email, and if you recorded your conversation, send the video link as well.
It is no surprise that a prospect who likes you will be more engaged with you.
Before the call:
During the call:
Video meetings are 30% more likely to be converted when the camera is on. You go from an "interrogation" mode to a "conversational" mode.
Your background can also create more connection, so don't blur it if you think your surroundings can create more connection.
Once you talk about feelings with your prospect, you gain intimacy because you become someone who understands them and can potentially help them feel better.
After the call:
The objective here is to never engage in a monologue, either on one side or the other.
However, don't just jump in with any question. Try to get verbal validation from them every time you introduce something new:
Still, there is a limit on the number of questions you can ask, more than 15 and statistically, you will bore your prospect 🙂.
Market research suggests that the ideal number of questions in a 30-minute meeting is between 10 and 15.
We've talked about it several times, including in this article about why you need to put dirty intensity in your deals.
Sales intensity remains the best way to keep prospects engaged.
Look at your timeline and interactions with your prospects, and make sure you always keep in touch if you identify a week without interaction.
Be tactical and don't hesitate in your follow-up interactions to ask, "What's changed since the last time we spoke?"
This approach allows your interlocutor to talk to you about a subject that may or may not be directly related to your sale, and to pick up on weak signals.
Good news or not, this will keep you in control of your sales cycle.
One last tip: find the right way to meet your prospect's hierarchy. You're probably talking to your champion, but the real person you'll need to convince together is the decision maker.
For each opportunity, you must have one or more champions. They are essential, because you will need them to close your opportunity. The more you engage your champion, the more they will feel responsible for not wasting the time of the decision maker, who is often their manager.
All that's left is to put all of his advice into practice. 😎