May 15, 2018
Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier. This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research.
Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what is the process they have used for past purchases.
They study found it’s a sales myth that buyers don’t want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down. 71% of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose “Its the ‘paradox of choice” according to Barry Schwartz.
It’s a myth that buyers don’t want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It’s buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business Not mass mail merges.
Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%. Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy things.
To get good at prospecting you have to make it 100% of your focus. Attack it like you’re going to make it work. Build an attraction campaign.
Mike Twitter: https://twitter.com/mike_schultz
RAIN Group Twitter: https://twitter.com/rainselling
RAIN Group Facebook: https://www.facebook.com/RAINGroup/
Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/
RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/
Mike mentioned that we was happy to share a copy of the report with the audience: 5-sales-prospecting-myths-debunked
Here are past episodes that talk about the mindset for lead generation.