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.
Category: Connecting with the Heart
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.
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.
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).