How Top Performing Sales Reps Crack into New

Accounts

Where Do We Start?

+ = ?

BBelieve it or not elieve it or not

the first big step the first big step is not about the is not about the customer, itcustomer, it’’s s about YOU!about YOU!

YYou need to have a ou need to have a sense of confidence.sense of confidence.

If you If you BELIEVE BELIEVE in yourself so will your in yourself so will your

clientclient(it(it’’s not cheesy, its not cheesy, it’’s the truth)s the truth)

Sales Pitch? More Like Real Life Acting

You need to play and even sometimes look the part

Be rehearsed, but not a robot

Go in there with your own

outline but don’t be afraid to change direction

The client will have questions, and you must know the answers

Plan of Attack

You need to have key points you want to be reached

Aim for those second meetings. Everyone needs

reassurance.

Don’t Show Up and Throw Up

Ask Questions and be willing to

listen!

Don’t show up and blurt out all the information.

Engage in a two-way conversation.

Be calm, but firm in making your key

points. Don’t leave any leaf unturned

Know Them Like the Back of Your Hand

You need to know all there is to know about your client

Research, Research,

RESEARCH!

Be the Hunter

Be proactive in going after prospects. Don’t be afraid of NO!

Be the wolf, don’t be a lamb, (trust me it

never ends well for the lambs)

It’s a Boxing Match (Without the Boxing)

You need to be ready to tell them why your product is better and what is not good about your competitor.

“What makes you different from

your competitor?”

Don’t Become a Bully

Befriend them don’t bully them.

Don’t be too over

demanding “YOU GOTTA BY NOW OR

YOU’LL DIE” probably isn’t the greatest

strategy.

Don’t Give Up

You’re going to hear a bunch of no’s before

you hear one yes.

No! No! No! No! No! No!YES!

I’ll give you a hint, it’s always half full.

Optimism is key and treating every new sales call independently

from the others is important.

Close It

At the end of the day all sales reps want the same

thing, to close the deal.

Remember the more meetings you have,

grants you more possibilities to close.

Get it in Writing

If your client wants to make a deal, ACTUALLY make the deal.

A spoken “yes” is not the same thing as their signature on a

contract.

Retarget

A no today could be a

yes down the road.

I’ll never buy from you!

3 Months Later…

Give me all you got!

Today

Businesses change rapidly as do their needs, and you need to be there when that happens.

Things to Remember

Continuously reinvent yourself or your

sales pitches, no one likes a broken record.

Be confident in

yourself and your solution

And Don’t Forget!

Research

and learn everything there is to know about your prospective client

Finally… Always try to make

them feel like a friend

not just a sale

For more information on how CRUSH can help you become a top performing sales rep, check out how our customers are using CRUSH:

http://www.salesquest.com/resources/use-cases/