For some, making small talk is not easy. If chatting up strangers doesn’t come naturally, don’t be worried: It’s a skill that you can master.
Category: Connecting with the Heart
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.
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”
If you are on the phone, on a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.