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.
Category: Connecting with the Heart
Have you ever secretly wanted to be a rebel? Well, now’s your chance to break some traditional sales rules.
How you ask questions can greatly alter how they’re answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.
Nearly everything is customizable now-a-days, so why are we acting as if customer service doesn’t have to be any different?
As a sales rep, your words can hold a lot of power. How you choose to articulate ideas can sway a prospect one way or the other. So, thoughtfulness about word choice is a must!
Asking the right questions at the right time is critical to high-performance selling. Appropriate-timed probing gives you access to valuable insights that can win the sale. They can also help you deliver excellent customer service once you’ve made the deal.
“How are you doing?” Opening a cold call this way may seem harmless but chances are, it’s making prospects cringe. This fallback phrase is overused to the point that its sentiment is lost on most.
As you’ve already heard, trust is vital to selling. And to earn that trust, likeability plays a huge role. Sure, prospects may buy from reps who they don’t care for, but that doesn’t mean they trust them. This in turn leads to a shaky relationship and potential breakup.
Do you send direct mail to prospects? Or, do you consider it too dated for today’s sales world? You may be surprised to know that it’s actually making a comeback as a sales tactic.