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).
Accountability is one of the basic disciplines of doing business and increasing success. The benefits of creating a culture of accountability are quite evident, but sometimes you might find accountability to be elusive. Why does this happen?
It’s no secret that top-performing sales reps do things differently than others in the industry. Thankfully, recent insights shed some light on the tactics of top performers, as well as what buyers want during that first contact.
Your attitude has a major impact on your sales. That attitude is reflected a variety of ways, particularly in the language you use. What you say shapes how others see you, and some words that you don’t even suspect can have a negative impact.
In the sales world, it’s not just how you say it but what you say. Certain words can trigger things in buyers that make them more likely to say yes to a deal…or no thanks and move on. While managers may pass along advice about which words to avoid, there is actually data to back up these suggestions.
Whoever came up with the adage "attitude is everything" might have worked in sales. Your attitude has a major impact on whether a deal closes – and thankfully, attitude is something in the process that you have total control over.
How you ask questions can greatly alter how they're answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.