HOW TO BE A BETTER SALESPERSON
An insightful interview with Konsyg’s Senior Director of Accounts, Ann Legaspi. Read her talk about the power of calling in sales and the challenges faced while doing so and what it is like to handle a global team and be successful at it.
1. Why is calling so important in sales?
Sales is something you need to be prepared for. It is very important because you are making the discovery call which means that through your call you are trying to find out if the company/ prospect is interested or fit for the product and services you are offering. It is the very first step of the sales cycles as you’re trying to gather what the company/prospect does, how they do it, if they have tried something similar to your product or service. This helps when you’re pitching later because by making that call you are able to identify the pain of your prospect and by doing so you can pitch much more effectively.
2. Tell us some of your secrets to being successful with global clients?
I just try to know the company before calling them or before dealing with them, I do my own research. So what type of business do they have? What are the products and services? And I will try to know more about my prospects. It is also important to understand the culture as well. For example, is it ok if I send an email first or maybe it's oK if I call them first? So that's how I handle the global prospects. Knowing more about their company, knowing more about my prospects and knowing more about their job roles
3. What are some challenges people face while doing this?
Mostly gatekeeper's. Most of the time, you need to be very skillful with that. I mean you need to be trained, you need to know how to handle them, you don't have to sound like you're selling when you're talking to them. You need to sound like you're the one who is in charge of the company when you're talking to those gatekeepers. There are some gatekeepers that won’t let you talk to the decision makers, so you really need to be very skilled when it comes to that. So when it comes to decision makers, if you're talking to them you need to be well equipped when it comes to product knowledge, objections, rebuttals. Make sure that you handle the conversation like you are the one manipulating the conversation not the prospect, otherwise you will get more objections. So those are the common challenges. Sometimes you receive a lot of negative outcomes when you’re calling up prospects so one should be very skilled and have perseverance.
4. What is it like managing so many people all over the globe?
It’s not easy. There are a lot of things that you need to be careful of like time differences, cultures, in-culture differences. Some people are very transparent and some are very sensitive. So in my position I need to be flexible and I need to understand the individual better. I try to develop a connection with that person so they can be comfortable with me and open up about how they feel and think or if there is anything that is bothering them. I also try to discover their strengths and weaknesses so that they can perform up to their potential and capabilities. While diving tasks I make sure to give out tasks that they are comfortable with and step by step I increase the complexity of the tasks which allows them to perform outside their comfort zone and boosts their confidence.
5. How important is coaching and training for this skill?
Very important, just like what I mentioned earlier that the person or the callers really need to be well equipped. They need to know more on how to pass the gatekeepers, how to manipulate the conversation, they should know how to be in control of the conversation otherwise they will end up with a negative result. So they need to know the objections, the common objections of the prospects while before calling, and should be well-versed with the value proposition so they can know how to rebuttal.