Beginning of the month? Middle of the month? End of the month?
Regardless of where you are in your month, meeting your quota is a must. For most SDRs, though, exceeding that quota is also a must.
My colleague, Kim Staib, shared her thoughts on how to meet and exceed your quota, and while those tips are as solid today as when she first wrote that article, I thought it would be valuable to share with you four more:
- Know when to make your calls.
- Master the art of objection handling.
- Nail your close.
- Get out of your own head.
Know When to Make Your Calls
When is the best time to make sales calls? My favorite answers to that question are, “right now,” or “any time.” While those two answers are always going to be right in my book, there are definitely better times of the day when to make your calls. Through research conducted in 2017 by CallHippo, an international on-demand VoIP service provider, they found that the best times of the day to outbound dial (they used the term “business call”) are between 4:00pm and 5:00pm. The second best time of day to call? Between 11:00am and 12:00pm.
While I’m not suggesting that you don’t make dials during those times, I think it would be a good idea to use those two power hours to make dials to your really hot prospects.
Set yourself up with a good list of your best prospects, and make the hours of 11:00am – 12:00pm and 4:00pm – 5:00pm call blitz hours. Don’t let anything distract you, block those times off in your calendar, and if you have to, find a conference room to hunker down in so you can focus.
(Side note, they also found out that Wednesdays are likely the very best day to connect with someone, but I say keep calling the other days, too ;-) )
Master the Art of Objection Handling
Not every objection that we come up against is really a negative, so the quicker we’re able to determine what our prospect is trying to understand, the better chance we’ll have at moving the conversation forward. One of my favorite reps ever shared an article with me recently called, The Ultimate Guide for Mastering Objections, by David Priemer, and I urge you to check it out.
The gist of the article is this: Priemer believes that the vast majority of objections really fall into one of five intent categories: understand, decide, delay, satisfy, and derail. If you can quickly decipher which category an objection belongs to, you can then offer the very best response, as each intent requires a corresponding response: support, position, qualify/remind, remedy, and strategize, respectively.
For example, if you’ve done a great job at pulling out pain points during your conversation, and when it’s time to book your meeting the prospect says, “call me back next month,” you know that’s a delay objection. You’ve already talked with them about why their current way of doing things/solutions aren’t working, so you need to lead the conversation back there and remind them of why a meeting is the best next step. “I’d be happy to call you back next month, and since we’ve talked about (pain one), (pain two), and (pain three), what’s going to change in the next 30 days that will make those issues manageable?”
Stay tuned for part two of 4 More Quick Sales Tips to Meet and Exceed Your Quota This Month. We won’t keep you waiting for too long, though, as we’ll be right back here in two days!
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