You’d rather buy just about anything from a friend rather than a stranger, right? Here are a few tips for how to achieve that kind of trusting business relationship with your clients.
Category: Connecting with the Heart
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.
Sales reps must do everything they can to put a prospect at ease during the sales process. One way to do so is to demonstrate empathy.
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.
Successful selling requires reps to ask questions, and usually, the more questions asked, the better. But, not all questions are created equal.
Whether you’re working with a new prospect or an existing customer, you need to make an emotional connection. If you’re like many of your fellow sales reps, your connecting moments may not be happening often enough.
Keeping your communications fresh can make you memorable in the eyes of buyers (and more likely to move deals through the pipeline).
The beautiful thing about a sales pitch is that it can always be tweaked. And, it should be tweaked often…maybe even right now.
While sales without salespeople is possible, salespeople, you included, have the power to make a sale that will lead to long-term, reoccurring or multiple sales, if you master the art of emotionally-connected selling.
Your attitude has a major impact on your sales. That attitude is reflected a variety of ways, particularly in the language you use. What you say shapes how others see you, and some words that you don’t even suspect can have a negative impact.
In the sales world, it’s not just how you say it but what you say. Certain words can trigger things in buyers that make them more likely to say yes to a deal…or no thanks and move on. While managers may pass along advice about which words to avoid, there is actually data to back up these suggestions.