So much for the garrulous salesperson — the average rep who speaks 65 to 75% of the time. Sales professionals who use their ears more than their mouth leave these reps by the wayside. Using the cell phone number list perfect 43 to 57% mix increases conversion rates by 11%.
Imagine the revenue boost you’d receive if your business closed 11% more sales opportunities.
Deliver an Elevator Pitch
While salespeople are comfortable talking about their companies, there can be too much of a good thing. When company overviews go beyond two minutes, there is a rapid decline in the probability that the sales process will move to the next step. So salespeople need to practice distilling background on your company into two minutes or less.
Competitor Mentions Are Good
It might seem like it would be better if there were no competition for your offering. Reps probably don’t want buyers to bring up competitors. But here’s a little surprise. They are more likely to close the sale if a prospect talks about your competition early in the sales cycle.
Perhaps when a prospect mentions a competitor, it shows a better understanding of the market and alternative solutions. That means the individual has a high level of interest and enables reps to demonstrate why the buyer would be better off choosing your product.
