Buyer anxiety can strike at any time during the sales process. But, it’s most likely to pop up during the late stages. Believe it or not, what you say can have a big influence on dissipating that anxiety.
You and your team members probably think that technology is helping you multitask and work more efficiently, but that's not always the case. Have you ever wondered if there is a Goldilocks point — a perfect balance between being always connected and working alone?
To be successful in sales, forget that you are a salesperson. Sounds weird, right? But having this mindset will help you focus on what’s REALLY important when selling.
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.