If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.
Category: Connecting with the Heart
From Alexa to self-driving vehicles, technology advances are impacting many industries. But, should sales reps be afraid of being replaced?
Do you have any trade shows scheduled in 2019? Likely, you will be attending and hosting a booth in at least one show next year. With so many other sellers vying for attendees’ attention, you need new ideas to make your booth stand out from the others.
Have you heard of the term “happy ears?” It’s sales-industry jargon referring to sales reps who tend to hear only what they want to hear. Research reveals that this is actually a real phenomenon, and reps can be blindsided when a seeming eager prospect bails on a deal.
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.