Tonni Bennett (@TonniBennett), Director of Sales at Terminus, got into sales after deciding not to go to law school. As a young professional, she often felt awkward having selling conversations and found herself imitating the men around her, rather than being herself. While new to the field, Tonni understood she was more of an expert with her product offering than her prospects. As her confidence grew, so did her career and her approach to selling became conversational while focused on communicating value at all times.
One of Tonni’s biggest lessons learned has been to prepare for your day the night before. This preparation and intentional calendar blocking have been key contributors to ensuring conversations with prospects are personalized. Time should be specifically allocated each week for activities that are easy to miss but critical in advancing deals.
Tonni works with her team to focus on the right people at the right companies, and target them in a personalized way. People are busier than ever today and don’t have time to jump on calls without value. Being prepared with an agenda and a goal in mind guides conversations with a purpose.
If you have mapped out the features, the benefit, and the challenges before booking the appointment, the questions you need to ask become clear and your prospect will understand why you’re asking them. This planning increases the likelihood of a successful call outlines the roadmap to a value-driven conversation.
- Confidence is Key: Once you realize you know more about your product than the person on the other end of the call, the whole world opens up to you. Stress levels go down, better questions are asked and that feeling of awkwardness and intimidation starts to fade.
- Quit Being a Rule Follower: While it’s important to know the rules of the game, more often than not, it’s so that you know which one’s to break and when. Don’t just imitate those around you, challenge the status quo and find your voice.
- Keep it Conversational: Be logical and intentional in your questions by focusing on the purpose of where the answer should take you. As you start to better understand your flow, people will continue to engage without realizing how long they have been talking to you and open up all kinds of opportunity you might never have got to.
- The 7 Habits of Highly Effective People by Stephen Covey
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.