Miika Varjonen's Top Sales Tips: How She Maintains an 80% Success Rate
Posted: Tue Jan 21, 2025 9:25 am
Miika Varjonen is the epitome of sales at Serviceform. He looks like a salesperson, dresses like a salesperson, and works like a salesperson. In this blog, our sales champion shares his best sales tips so you can become a closer too.
Miika is the Chief Revenue Officer at Serviceform. She joined Serviceform in October 2020 and during her first 6 months, her hit rate was 100%. She has been with Serviceform for over 2 years and continues to maintain a hit rate of over 80%.
Starting out in sales like any other salesperson, Miika rose to become Sales Director at Visma, one of Finland’s largest technology consultancies. Today, he uses his vast sales experience to train Serviceform’s up-and-coming star account managers. In this exclusive interview with Miika, he shares some secrets from his 15-year career.
Miika's Sales Tips Part 1: Confidence is the key to getting through that door
If you learn the 7 steps of the sales process, you will have a game plan to potentially convert any prospect into a paying customer. But before you start that important conversation with your prospect, you need to make sure that your sales meeting agenda is rock solid. If you are not sure how to prepare the perfect sales meeting agenda, look no further than the 7 steps of the sales process. What are these 7 steps?
Miika Varjonen's Top Sales Tips: Miika's 7-Step Sales Process
So the first step in the 7-step sales process is to schedule a meeting with the prospect. You can get to the booking stage in a number of different ways. It could be through a cold call, a referral, or even a lead you’ve generated through marketing activities.
Building trust between you, your company and your product will go a long way in building a good rapport with your prospect.
Miika Varjonen's Top Sales Tips: Build Trust
How to schedule a sales meeting
During your initial conversation with your prospect, keep three things in mind: Build rapport between you and the prospect, build trust in the company, and arrange a sales meeting.
Sales Pro Tip: Don't worry too much about selling and explaining your product during the initial conversation. The only thing you should focus on is getting potential clients to say yes to a meeting. Don't expect anything more.
Question: What are your tips for setting up a meeting during the initial cold call?
Miika: When you receive cold calls, always be confident in yourself and your product. sales directors email database Give them a brief presentation of what you offer and tell them that you have something interesting for them. Believe me, the only thing they will remember from that call is the name of your company.
Next, always direct the customer’s attention to their calendar. Not to your products or services. Always to the calendar. Because booking that sales meeting is what matters most. If you divert their attention to their calendar, they will start thinking about their calendar and the available times, instead of your solution. Then you have 1 meeting in the bag.
How to get potential customers to trust you and your company
Question: How do you get potential customers to trust you? And your company?
Miika: It doesn't matter if your prospect is cold as ice or hot as coffee, you have to make sure that they like you first in order to have any chance of getting them to like your product. Be flexible with your prospect and make them feel that they are important to you and your company. This way you can start to build trust between you, your company and your prospect.
But these are just the first of the 7 steps of the sales process. Now comes the most important step to close the deal: Question time!
Miika is the Chief Revenue Officer at Serviceform. She joined Serviceform in October 2020 and during her first 6 months, her hit rate was 100%. She has been with Serviceform for over 2 years and continues to maintain a hit rate of over 80%.
Starting out in sales like any other salesperson, Miika rose to become Sales Director at Visma, one of Finland’s largest technology consultancies. Today, he uses his vast sales experience to train Serviceform’s up-and-coming star account managers. In this exclusive interview with Miika, he shares some secrets from his 15-year career.
Miika's Sales Tips Part 1: Confidence is the key to getting through that door
If you learn the 7 steps of the sales process, you will have a game plan to potentially convert any prospect into a paying customer. But before you start that important conversation with your prospect, you need to make sure that your sales meeting agenda is rock solid. If you are not sure how to prepare the perfect sales meeting agenda, look no further than the 7 steps of the sales process. What are these 7 steps?
Miika Varjonen's Top Sales Tips: Miika's 7-Step Sales Process
So the first step in the 7-step sales process is to schedule a meeting with the prospect. You can get to the booking stage in a number of different ways. It could be through a cold call, a referral, or even a lead you’ve generated through marketing activities.
Building trust between you, your company and your product will go a long way in building a good rapport with your prospect.
Miika Varjonen's Top Sales Tips: Build Trust
How to schedule a sales meeting
During your initial conversation with your prospect, keep three things in mind: Build rapport between you and the prospect, build trust in the company, and arrange a sales meeting.
Sales Pro Tip: Don't worry too much about selling and explaining your product during the initial conversation. The only thing you should focus on is getting potential clients to say yes to a meeting. Don't expect anything more.
Question: What are your tips for setting up a meeting during the initial cold call?
Miika: When you receive cold calls, always be confident in yourself and your product. sales directors email database Give them a brief presentation of what you offer and tell them that you have something interesting for them. Believe me, the only thing they will remember from that call is the name of your company.
Next, always direct the customer’s attention to their calendar. Not to your products or services. Always to the calendar. Because booking that sales meeting is what matters most. If you divert their attention to their calendar, they will start thinking about their calendar and the available times, instead of your solution. Then you have 1 meeting in the bag.
How to get potential customers to trust you and your company
Question: How do you get potential customers to trust you? And your company?
Miika: It doesn't matter if your prospect is cold as ice or hot as coffee, you have to make sure that they like you first in order to have any chance of getting them to like your product. Be flexible with your prospect and make them feel that they are important to you and your company. This way you can start to build trust between you, your company and your prospect.
But these are just the first of the 7 steps of the sales process. Now comes the most important step to close the deal: Question time!