How To Effectively Engage Prospects and Close Deals During Calls

In this episode, we’re diving into a topic that will increase your sales success rate with your prospects. I am going to share the experience I have gained over the decades doing more than 7000  introductory and sales meetings with prospects. And, of course, making sales effectively. I will talk about how to bring prospects to a meeting highly engaged and motivated to work with you. KEY TAKEAWAYS Conduct thorough research on the prospect's company, industry, and individual roles before the meeting. This preparation helps build rapport and positions you as a knowledgeable partner. Aim for a two-way conversation where the prospect talks 80% of the time. This approach not only gathers valuable information but also fosters a friendly atmosphere that can lead to a successful partnership. Instead of a rigid script, utilize a sales call framework with key questions that help assess fit and commitment. This allows for a more natural conversation while ensuring all necessary topics are covered. Differentiate yourself from competitors by providing insights and suggestions that the prospect may not have considered. This positions you as a strategic partner rather than just a service provider. Pay attention to body language during video calls. Sitting up straight, maintaining eye contact, and using hand gestures can enhance engagement and the perceived value of your message. BEST MOMENTS "The more knowledge and information you have, the better. It builds rapport quickly because it impresses the prospect." "The purpose of the conversation is for you both to decide if your agency is a fit for their project or account, and if you are a fit for each other." "It's better to be over-prepared than under-prepared." "The sheer amount of effort that you've gone to in finding out about them... this is always my go-to, always." "People won't make a decision based on the brilliance of your slide deck. They're going to make a decision based on how they feel emotionally about you." HOST BIO Tracey is a highly skilled creative marketer with 30+ years in-depth experience in lead gen, marketing and sales, a broad knowledge of business growth gained over decades. She has an innate knowledge of what works and, more importantly, what doesn't. Her specialist area is LinkedIn™ clocking up over 6000 hours learning so she can advise on generating leads, building communities and relationships. Her clients benefit from her various perspectives having worked on the client side in corporate advertising/marketing comms roles, Director level in a global design consultancy and SME agency experience. Having been headhunted to save a major financial account at a top London design consultancy, she increased the fees by 102% YOY and repeated this result on the British Airways account increasing fees 150% YOY. She believes in avoiding get-rich-quick shortcuts in favour of consistent, long-term, exceptional results. Podcast: Click here to subscribe LinkedIn: www.linkedin.com/in/traceyburnett Website: www.leadstosuccessglobal.com Got a question? Give me a call: 0044 7877 042 804 Email: [email protected] Want to grow your business? https://this.leadstosuccessglobal.com/leadsandsales Find out if you are ready to get leads from LinkedIn - https://this.leadstosuccessglobal.com/linkedinGrow Your Business: https://www.leadstosuccessglobal.com/