In sales, wording can mean the difference between closing a sale or walking away disappointed. Language plays a big role in success, and not just because of its subtle influence over buyers. Saying the right thing also lends confidence to the seller, and we all know confidence is a major key to closing.
Category: Connecting with the Head
Connecting with someone requires understanding them and their interests as well as showing them how you are a relevant resource to them. Connecting with the head or intellect falls into two areas: credibility and activity.
Sales triggers are events that demonstrate a strong immediate need to buy. While some triggers may be obvious, many are subtle. Reps need to be able to recognize these triggers so that they can take advantage of the opportunity to create urgency.
Discovery calls are necessary to keep sub-par prospects out of your pipeline. Despite their importance, many reps don’t prepare to make these calls, preferring to wing it.
Reps everywhere have likely experienced awkward silence following a period of communication with a prospect. What happened? Why did the prospect suddenly stop responding? These moments can be tough because while you don’t want to come across as pushy, you’d like to continue the dialogue.
While there’s no magic wand that will instantly get a prospect to say “yes,” one industry professional believes there are magic words that will do the trick.
It’s no secret: the more you understand your client and customers, the more you can solve their challenges, frustrations, and problems.
Not every sales deal is a good one, and many reps find this hard to accept. Who would turn away the opportunity to make money?
Despite the convenience and ease of today’s technology, there really is no substitute for face-to-face communication. This is especially true for sales.
While some prospects may accept a blunt, out-of-left-field request for a sales meeting, most will likely balk at this approach. Reps will have better success scheduling first-time meetings if they warm up prospects first before asking.
Sales is definitely a numbers game, but it also requires a bit more than strictly business to be successful. The industry’s top performers also inject a little bit of something extra into their process.
Keeping your communications fresh can make you memorable in the eyes of buyers (and more likely to move deals through the pipeline).