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.
For so long, we were told that being a “yes man” would get us ahead professionally. We were told that saying “no” makes one seem like less of a team player, less of a people-pleaser, and less willing to do what it takes to win.
“Thank you for your consideration.” These words are the typical polite response to a prospect turning down your deal. Often reps use this phrase as a farewell before walking away from a lost deal. But, it’s actually something you shouldn’t say.
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.
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.
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.
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).