If you haven’t read part one of 4 More Quick Sales Tips to Meet and Exceed Your Quota This Month, you should do that first!
Okay, glad you’re back. My colleague Kim Staib wrote a fantastic post for us that keeps SDRs coming back month after month entitled 4 Quick Sales Tips to Meet and Exceed Your Quota This Month, so we thought it might be helpful to share some additional tips to help you beat your goals this month:
- Know when to make your calls.
- Master the art of objection handling.
- Nail your close.
- Get out of your own head.
We covered the first two a couple of days ago, so here are tips three and four in greater detail!
Nail Your Close
Want to really exceed quota? Nail your close. Know it forward, backward, left and right (whatever that means). You’ve got to be able to walk a prospect to the point of booking a meeting with you that is as painless a process as possible for them. You can only do this if you’ve properly qualified them, though. No fluff meetings, please.
In order to nail your close, though, you need to have listened to your prospect and, as Kim said in her original post, take above average notes during the call. When you’ve fully qualified your prospect, summarize the conversation as the dialogue comes to a natural end:
“Ms. Prospect, thanks for taking the time to talk with me today. If I understood you correctly, (pain one), (pain two), and (pain three) are real issues for you and are impacting your business in (impact one), (impact two), and (impact three). To make the best use of your time, lets schedule a call to discuss how we may be able to help. It looks like we have the following time available on (day and time one), (day and time two), or (day and time three). Which works best for you?”
We’re going to recap the pain points that the prospect shared and the impacts that those pains are causing the business, then we’re going to offer up three different times for the next conversation, and asking them which works best. We’re going to end the conversation with that open-ended question so that it keeps the discussion going, rather than giving an easy out with a closed ended question like, “does Friday at 1:00pm work?”
Get Out of Your Own Head
This final tip could be the key that’s been keeping you from overachieving.
Sometimes, when we’re not hitting the goals that we want to reach, there are clear reasons why. Maybe you’ve not made nearly enough activities to warrant success. Maybe you’ve not had the amount of conversations you need to have to book meetings. Those are things we can point to and say, “that’s why I’m not where I need to be.”
Other times, though, it’s psychological and in your head. Maybe you’ve gone a few days without booking a meeting. Some folks can roll with that, yet others start to get negative. They start thinking that they’re never going to book a meeting. Then they start thinking that they’re not good at their job. Then they start giving up altogether. Maybe not outwardly, they still show up to work and talk with their colleagues, but inside? Inside they’re tapping out, thinking that they either don’t have the chops to cut it or that the job is now just too hard. We need to be better diagnosticians of that mentality and stop the spiraling before it’s too late.
In order to halt that thinking before it causes too much damage, we’ve got to put some things in place to help us right our ship.
One thing you can do is to remember your past successes. Keep a notebook full of your stats and review them when you feel like you’re not overachieving. You can actually show yourself that you’ve done it before, so there’s no reason you can’t do it again. Another tactic would be to confide in a colleague that you’re starting to spiral, and ask them to help you talk things out. Let them remind you of your past successes, and allow their encouraging words to sink in and push you through. You could also practice a “fake it till you make it” mind set. Think of your mentor or someone that you admire and ask yourself what they would do if they were in your shoes, then do that.
Put into practice these suggestions, then couple them with Kim’s, and you will be well on your way to exceeding your monthly quotas!
What works for you?What other tips could you share with us that helps you overachieve on your goals?