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 Heart
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”).
You aren’t always going to be right. That’s a tough pill to swallow, especially for salespeople, who typically have a lot of pride and confidence. But, it’s going to happen.
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.
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.