Hacks to hit the target every month
This is the SalesHeroes podcast, bringing superpowers to sales professionals.
We came here for another episode of our podcast and today we are here with Sérgio, current Senior Salesperson at Reev.
Lahore smart city will talk about the hacks to hit the target every month and explain the details he applies to being an off-the-curve salesperson!
Welcome Sergio!
The idea of this chat comes with the objective of sharing with people what we do at home, here at Reev.
For those who know our content, we see sales in the MTSP model: Mindset, Technique, Speech and Process, and my goal here is to share with you a little of what I see in each of these points.
Tell a little of your story, Sérgio
Guys, I met Outbound and Reev at another startup I worked with, and I basically went down the drain on sales.
In this startup I worked, it was very small, the team consisted of me and 5 other people, I was the only one on the sales team.
At the time, my manager put the book Previsible Recipe in my hand, said “read this book and go, Serjão”.
My goal was to increase the company’s sales team, and through the Outbound blog I started to study and learn a lot about sales, always looking for the best way to improve my process.
I quit where I worked to come work at Reev because I wanted to drink straight from the source of knowledge, and Sky Marketing provided that knowledge.
How do you manage to maintain or always be close to a champion winner’s mindset?
The sponge attitude, the eternal student, is very important because I still maintain this posture of trying to learn and share knowledge with the people around me.
When I make mistakes during a call, I realize that I didn’t do so well, I always try to share it with the team or someone with more experience than me.
And looking at it from another point of view, when you go through complicated situations and then you look and understand where you went wrong, you gain knowledge and have more confidence to deal with different situations.
After a while you gain confidence and the last point is the blood in the eye, wanting to make it happen.
When you didn’t have experience, how did you get more confident before calling?
Preparation is very important, but in terms of pre-sales, when I did a very high volume of activities and new contacts per day, I had that point of being minimally prepared.
Before doing a cold call I took a quick look at that company’s LinkedIn and website, but I wasn’t embarrassed about hitting the phone either, as much as I had this back foot in the beginning, I quickly lost this shame.
I knew I wasn’t part of it and every new call I made was a new learning experience.
So it became more and more natural.
Today there are several hacks to hit the goal. How do you put them into practice?
I think at the beginning, the main methodology I used was SPIN.
I tried to raise the Situation, Problem, Implication and Need for Solution, which I think is the most basic and a good guideline for those starting now.
Nowadays, in my calls, I use the GPCT a lot, but here we breathe sales, so it turns around and we learn a new technique and methodology
So, as I’ve already acquired a certain background today, I like to change my style of calling, so depending on the person on the other side, I’ll challenge more, have a more passive posture, I’ll listen more, I’ll talk more.
So nowadays I already have this ability to adapt.
I even have two books here to recommend.
The first one is “ How to get to yes ”, which helped me a lot at the beginning, and then I moved on to this second book, “ Trade Like Your Life Depended On It ”, a book that talks about an FBI negotiator, and I’m using it a lot. the techniques I learned in his book.
I learned a lot in this book about labeling and mirroring, so for example, I’m going to go into this lime and at some point in the call I’m going to use a specific technique.
We have in mind that athletes are like high performance salespeople, so I try to learn a new technique and put it into practice to ensure that I will consolidate that knowledge and from this consolidation, it is very natural to use in calls.
What is your tip for those who are starting now to be able to put the techniques into practice?
The first thing is to understand the theory behind that technique.
Read in depth, understand how you can best learn that technique in relation to theory. Write, talk to yourself, do an exercise with a teammate, and then put it into practice.
Entering the call in order to test that.
In the first call you won’t do very well, but in the second, third, you will improve and understand what is the best time to use it.
Sales is like a toolbox.
There are several techniques that can be used at various times in the process and ideally you have all this well consolidated so you know the right time to apply that type of technique.
How do you adapt your speech to suit different scenarios using these techniques?
In our day-to-day sales, we take there from the most polite customer possible, who is already there asking for a proposal, saying that they don’t want to talk too much, that they already know what we do.
And there are customers there who left their contact on the website and came looking to understand what we do.
So I try to understand the maturity of the person on the other side.
If it’s a person who needs to do some educational work, explaining what we do, how we help companies, I’ll be prepared to do that.
If it’s a person who already wants to negotiate, I’ll validate with him if he really knows what Reev is, to see if he really does, and if he really does, we’ll move on to the proposal and negotiation.
It’s a way of adapting to the person I’m talking to.
How do you identify this profile?
When entering a call, I will understand what the profile of that company is.
As I’ve been here at Reev for 2 years, I already understand different scenarios of different businesses.
And then I try to understand the profile of the person on the other side, because if he is a pre-salesman, he is more there with operational pain and organization.
If it’s a seller, too, it usually comes up with the same problem. But if he is a director, a manager, he has a more strategic vision, and the visibility factor will be important to him.
There are different pains and different goals, so when entering a call I have already identified this person’s profile to be able to adapt to what he is normally looking for.
And about your process: how do you do it in your daily life?
The process part is a challenge for me as I’m not very organized.
Using Reeve’s platform helps me a lot in this scenario because I have specific flows for each step of my process. If the lead converted to inbound, I will have an activity flow for an inbound connection, for example.
The idea here is to understand how I prioritize these contacts. Example: Last month I had clients who didn’t close with me. I do this job of recovering leads that didn’t close last month.
So the way I like to see my process is to pay attention to those who are arriving now, pay attention to those who I know will not close now, but later on, they probably will, among others. I understand the funnel as a whole.
What’s your tip in terms of touchpoint volume?
A guy who is coming in from inbound, I try to connect with him at least for the entire month.
I spaced out, if I’m not mistaken, my inbound flow has around 15 touchpoints, but if I can’t connect with this contact within the month, I automatically cause a trigger where next month I try to prospect with it again, but in a more spaced way.
In terms of maturation and resumption flows, they normally flow where I place a touchpoint more spaced between one contact and another so as not to get saturated.
In a closing flow, where I want to close the deal as soon as possible, I usually put less space between one contact and another to ensure that we’re going to sign this contract as soon as possible.
What was your biggest challenge along the way from SDR to senior salesperson?
The biggest challenge is understanding exactly what I do within my process.
As I am very focused on my daily life, I often have difficulty knowing exactly what I did in that call, how I became that client, what he liked the most.
It’s basically putting it on paper and understanding what was done and sharing the knowledge with the team or with the person who is asking me for help.
For that, I’m trying to listen more to my calls to better understand and support what I’m doing, and it’s much easier to replicate within the team and teach other people, and with these teachings be able to sell more in nova city .
