How Top Salespeople Land Hard-to-Get Meetings

Prospects will take a meeting with you… if they think you can solve their problem.

Here’s how to do it…

Step 1:

Find out if your prospect’s top 10 competitors are using your product. Yes, YOUR product.

Don’t know your prospect’s competitors?

Visit Owler.com

Type your prospect’s company name into the search bar, hit return, and their 10 competitors will show up.

Copy and paste these names into your spreadsheet.

Step 2:

Now, open your CRM and pull your company’s entire customer history list.

Check if your prospects’ top 10 competitors from Owler show up on that list.

If some do…

Ask sales, marketing, or customer service why they became customers.

Has their spend increased or decreased?

If so, by how much?

Are they still customers?

If NOT… ask, “why did they leave us?”

If NONE of your prospect’s competitors are on the list, look for similar industries.

Repeat your questions.

Why is all this interviewing necessary, you ask?

Because when you’re selling to a C-level prospect…

A whopping 75 out of 100 execs will take your call when you’ve got an ROI case.

To build your ROI case… see steps 1 & 2.

Or…

Delegate to Marketing.

View original question on quora

P.S: Whenever you’re ready… here’s how I can help you hire sales reps so your business grows.

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