Think you need to be an extrovert to be a successful salesperson? Think again. Various research has shown a weak correlation between extrovert personalities and sales success.
Category: Connecting with the Head
While every sale is different, there are a few vital characteristics that all typically include. And, according to SalesPop’sClaudia Kimla-Stern, successful sales are a unique “formula,” made up of varying levels of each factor (or as Kimla-Stern calls them, “ingredients”).
How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.
“People are not rational.” This is how Entrepreneur contributor Ted Chong begins a recent article that discusses the relationship between sales and human behavior.
The buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established.
“Sorry to bother you.” This simple polite phrase is very common, especially among salespeople. But, one sales professional believes saying it has become a bad habit.
Have you ever stopped to think if some of the words and phrases that you use may be preventing prospects from buying your products or hiring you for your services?
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.
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.