{"id":52194,"date":"2019-07-05T14:16:49","date_gmt":"2019-07-05T19:16:49","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=52194"},"modified":"2019-07-10T15:07:02","modified_gmt":"2019-07-10T20:07:02","slug":"1-important-change-to-prospecting","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2019\/07\/1-important-change-to-prospecting\/","title":{"rendered":"1 Important Change To Prospecting"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<p><iframe loading=\"lazy\" title=\"Prospecting - System 1 vs. System 2 Thinking\" width=\"1160\" height=\"653\" src=\"https:\/\/www.youtube.com\/embed\/KnqadkJmQCI?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h3 class=\"\">Has anything changed more in recent years than prospecting?&nbsp; Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.&nbsp; Email is a similar task with similar results.&nbsp; Salespeople who do their own prospecting need an advantage, a shift, in their approach.<\/h3>\n<p class=\"\"><a href=\"https:\/\/www.sellingpower.com\/2018\/07\/05\/14531\/why-better-prospecting-means-slowing-down?utm_campaign=Sales+Management+Digest&amp;utm_source=article1&amp;utm_medium=07022019\" target=\"_blank\" rel=\"noopener noreferrer\">This Selling Power article<\/a> provides just such an advantage.&nbsp; The gist of the article comes down to understanding System 1 and System 2 thinking.&nbsp; First, let&#8217;s establish an important aspect of cold prospecting:<\/p>\n<blockquote class=\"\">\n<p class=\"\">The customer needs time to understand your words. In the first outreach, the customer is not expecting the call or email \u2013 and must change their mindset from whatever they\u2019re doing to the business solution you\u2019re offering. That shift requires energy.<\/p>\n<\/blockquote>\n<p class=\"\">Cold calls are always an interruption to any person&#8217;s day.&nbsp; &nbsp;Many of the worst cold calls I have experienced have literally jumped deep into a topic that wasn&#8217;t even on my radar.&nbsp; When that happens, my mind switches to how fast I can get off of the call.&nbsp; The best cold calls hook the potential prospect early and that is due to System 1 thinking built into all of us.<\/p>\n<blockquote class=\"\">\n<p class=\"\">System 1 thinking comes into play when reading large words on a billboard or understanding simple sentences. Customers have the time and energy to engage only their System 1 thinking in the brief span of a prospecting call.<\/p>\n<p class=\"\">Speaking fast and loading the pitch with too many numbers and features will burden the listener. It demands they use their System 2 thinking, which is exhausting. What else requires System 2 thinking, according to Kahneman? Filling out a tax form or comparing the value of two washing machines. These aren\u2019t tasks for a quick call. Slow down and simplify the message.<\/p>\n<\/blockquote>\n<p class=\"\">Think of your Differentiating Value\/Value Proposition\/Value Engine&#8230;however you refer to it.&nbsp; This part of your message has to be tightly worded and impactful.&nbsp; With that in mind, here is a perfect explanation of why today&#8217;s market requires a strong DV message.<\/p>\n<blockquote class=\"\">\n<p class=\"\">Resonance matters more today than ever before. Consider a&nbsp;<a href=\"https:\/\/www.atkearney.com\/strategy-and-top-line-transformation\/the-future-of-b2b-sales\" target=\"_blank\" rel=\"noopener noreferrer\">review<\/a>&nbsp;of more than 1,600 B2B sales professionals, which shows that \u201caccelerated commoditization and substitution\u201d are circumventing the dialogue between the sales professional and customer. Rising above commoditization means bringing customized value to the customer.<\/p>\n<p class=\"\">With a slower pace, customers feel more at ease with the conversation. They\u2019re more comfortable offering details that matter. Remember: While the solution might boast many outcomes, keep the list focused on those that will matter to the customer.<\/p>\n<p>&#8230;<\/p>\n<p>Slow down with a more mindful approach that <strong>simplifies the proposition, clarifies the value, and amplifies your presence<\/strong> in the customer\u2019s world.<\/p><\/blockquote>\n<p class=\"\"><a href=\"https:\/\/www.sellingpower.com\/2018\/07\/05\/14531\/why-better-prospecting-means-slowing-down?utm_campaign=Sales+Management+Digest&amp;utm_source=article1&amp;utm_medium=07022019\" target=\"_blank\" rel=\"noopener noreferrer\">As they say, read the entire thing.<\/a><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Has anything changed more in recent years than prospecting?&nbsp; Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.&nbsp; Email is a similar task with similar results.&nbsp; Salespeople who do their own prospecting need an advantage, a shift, in their approach. This Selling Power article provides just such an advantage.&nbsp; The gist of the article comes down to understanding System 1 and System 2 thinking.&nbsp; First, let&#8217;s establish an important aspect of cold prospecting: The customer needs time to understand your words. In the first outreach, the customer is not expecting the call or email \u2013 and must change their mindset from&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2019\/07\/1-important-change-to-prospecting\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[9],"tags":[232,267,1649],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-dzQ","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/52194"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=52194"}],"version-history":[{"count":6,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/52194\/revisions"}],"predecessor-version":[{"id":53042,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/52194\/revisions\/53042"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=52194"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=52194"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=52194"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->