Tag: Prospecting

Sales Prospecting Technique – Generate Sales Leads With The OXO Routine

Sales prospecting techniques that generate sales leads should be effective and easy to incorporate into your daily routine. The OXO routine is a tried and tested lead generator that most sales people can add to their daily actions.

This technique works best for sales people who sell a product or service which is targeted at a wide range of B2B prospects. The OXO routine is most effective when you have a good number of potential prospects close to each other. For example: When you are visiting an industrial estate or business park and what you sell could be bought by many of the businesses in the area.

We call this sales prospecting technique the OXO routine because the X is the customer you have a sales appointment with and the O’s are the prospects either side of your arranged meeting. When you have completed your sales appointment you call on the two closest prospects either side. The idea is that you make the best use of your time by prospecting close to where you are. They may not be right next door to the business you are visiting, but they should be close enough to walk to or drive there in a matter of minutes.

This prospecting technique will give you many benefits as well as making good use of your selling time. It gets you into a routine of cold calling after every appointment. That means you no longer put off prospecting until the end of the week or until you really need to do it because you have run out of leads. Setting yourself the action of doing the OXO routine after every sales visit will quickly build into a habit.

Use it after every sales appointment whether you make a great sale, or come up against a really difficult prospect and come out feeling down and rejected. After a positive meeting where you have made a sale you will be on a buzzing motivational high. What a great state to be in as you cold-call the businesses either side of your new customer. You may even want to use the fact that you have a new local customer in your introduction pitch to your potential customers.

When your sales appointment hasn’t gone so well you should still OXO the neighbours. You, like me, are only human. We feel the effects of an appointment where we don’t close the sale. As you come out of a bad appointment force yourself to do the OXO. Shake off any negative feelings or self-doubt, and head for the nearest potential customers either side of where you are. Generating sales leads in this way will get you back into a positive selling state and focus your mind on achieving your targets.

Adding the OXO sales prospecting technique to your daily routine will help you to constantly bring in sales leads and keep your prospect bank topped up. It cuts down the time you have to dedicate to collecting leads and makes your time management far more effective.

Sales Training and Prospecting Tips to Increase Sales With Actions I Learned From My Window Fitter

Sales training and prospecting tips from the unbelievable sites I witnessed while watching window fitters working on my house. I recently had new windows fitted and while watching what happened I saw some fantastic sales prospecting techniques that just naturally happened because of how prospects think and act. Forget classroom sales prospecting skills you learn on courses, I saw a steady flow of sales prospects that would fill any sales person’s diary and make their target for the month. I’m now adapting these techniques with my working sales teams and you can fill your diary or grow your small business sales by doing the same.

The front of my house is on a busy lane that leads to the local shops and throughout the day many people passed by and saw the two guys installing my new windows. I saw people slowing down and stopping to look towards the house and the work being done. Some took the contact details from the side of the window fitter’s truck, and many others stopped to ask the guys questions about windows and for prices for repairs or renewals. I have to admit I cringed as I listened to the window guys responding to these passing sales prospects. They were excellent window fitters but not salesmen.

What I learned was the marketing power this situation created. This was far more effective than expensive T.V. or newspaper advertising. It triggered a reaction from anyone passing that had the slightest need for the guy’s services. This was a sales person’s dream, prospects queuing up to talk to someone. It got to the point where it was stopping the guys from working and they didn’t have the time to deal with all these people. What a waste of sales opportunities, I bet there are home improvement direct sales people that work all month to get that many prospects, more on that later.

There are several reasons why these prospects stopped and talked to the working window fitters, and within these reasons we can find valuable sales training and prospecting ideas.

The main reason people felt comfortable was that someone else has taken the first action and decided these professionals were the ones to contact and employ. So the prospects follow some one else’s first action.

Another reason is that these were working tradesmen not salesmen. When a windows salesman knocks on your door they are doing it for their benefit. When you stop a working guy in the street you are doing it for your benefit. Imagine what a sales person could have done with all those leads.

Buyers will always take the easiest actions. Which is easiest, searching through adverts, directories, and the internet and having to make a decision on which company to contact. Then speaking to someone on a sales line and waiting to be ambushed into agreeing to a sales appointment or even a sale. Or, stopping for a casual chat with a working guy that you can see actually knows what he’s talking about? If you wanted information and advice about having new windows fitted who would you talk to. A guy in overalls that fits windows everyday or a smart suited salesperson that knows more about the credit agreement than the windows? So what sales training lessons can we learn from the actions of the passing sales prospects and my window fitters? Without knowing your line of business it’s difficult to give precise sales tips. But consider the following ideas and think how you could adapt them for your sales role.

If you were a sales person for the company my window fitters worked for how about getting your hands dirty and spending some time with the guys fitting the windows. Put on some overalls and talk to all the passing prospects that want information. From what I saw outside my home I guarantee you will fill your sales diary.

Small business sales can be boosted by making all your front line people sales motivated. Put a reward scheme in place and supply every one of your staff with sales and information literature. Give them a prospect pad to take details of any potential sales opportunities, and reward them for every sale that they generate.

Sales people are perceived as doing their job and contacting people for their own benefit. Working people in non sales roles are viewed as being able to offer information that will benefit the buyer. If you’re a sales person how do your prospects perceive you? What can you do to be seen as someone that can benefit the buyer, and how will you get a queue of prospects wanting to talk to you.

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