How to Create a Comprehensive Prospect Profile (Part 2 of 2) By Pat Ryan
What is the best way to build a comprehensive profile of your prospect? In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects. This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile. Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it… Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...
Read MoreHow to Create a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan
Some lead generation organizations simply don’t understand the vital role that DETAILS play in helping a sales person determine when, how and IF to follow up with a potential prospect: Is there a project? Who is in charge of that project? What are the business drivers? What are the timelines? Is there a budget? What is it? What other companies are you talking to? Who is the decision maker? Previous negative experiences with traditional telemarketing companies actually led to the founding of Mentor Tech Group. We saw a need to COUNTER the shortfalls of these companies to: Focus on one area...
Read MoreHow to Become a Peak Performer on the Call (Part 3 of 3) by Pat Ryan
After the Call – Sales Notes, CRMs and Remaining Positive In our last two blog articles, we covered tips and ideas that will help you BEFORE and DURING every phone call you make, helping you become a peak performer on the telephone. This week, in the third part of our series, we will cover a few important tips you should do AFTER every call to increase your sales success. (Hint: Find a tip or two to focus on cultivating during the coming weeks and watch your sales game improve measurably!) 1. Expand Upon Your Notes Go back to the high-level notes you wrote during the conversation—and make...
Read MoreHow to Become a Peak Performer on the Telephone (Part 2 of 3) by Pat Ryan
During the Call—Be Your Best In our last blog post, we brought to light three best practice techniques to employ BEFORE you make a call. This week, we will identify the top 6 things to do DURING every call that will help SET THE PROPER TONE for you become a peak performer on the telephone. So, what are the top 6 things you should always do during every call to greatly improve results? See below, determine which tips you use regularly and assess those areas where might you need a little work… 1. Voice Tone and Projection How is your telephone voice? Do you speak clearly? Do you...
Read MoreHow to Become a Peak Performer on the Telephone (Part 1 of 3) by Pat Ryan
We’d like to help you launch the new year by providing some helpful tips to significantly improve your sales game on the telephone. To become a peak performer, you need to master the tools you use in your everyday work life to conduct business – and we think there’s no better place to start than with the linchpin of business – the telephone. Improving your abilities on the phone is critical to achieving optimal business performance. The reality is that there are some simple techniques you can use to boost your phone performance immediately! Want to start your sales year off on the right...
Read MoreHow to Find Training & HR Decision Makers – Part I By Pat Ryan
Trying to find the person making decisions for either a training or HR project can be very frustrating and time consuming. Sitting on hold; getting bounced around from one person to another, from one department to another. We end up talking with the wrong people, and being denied contact information by protective employees; we get voice mail after voice mail and even get disconnected. Finding decision makers, what we at Mentor Tech Group refer to as “digging”, is a long process with roadblocks and dead ends. Chances are, when you are targeting decision-makers for training or HR...
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