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.
Tag: connecting with the head
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.
It’s no secret: the more you understand your client and customers, the more you can solve their challenges, frustrations, and problems.
Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.
No Soliciting is actually more of a game than a rule. If you have a legitimate, established business, making a cold call will not be offensive to most businesses IF YOU DO IT RIGHT.
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.
It’s nearly impossible to build a good business relationship with just one phone call. All you need to do is be easy enough to talk to that the customer considers doing so again.
Being a receptionist is generally a nine to five job with little to no pressure to go above and beyond by staying late or getting in early. If you call outside of business hours, you may just be rewarded with a call that goes straight to the hardworking prospective client himself.
One way to build relationships is to actually talk to people. Don’t get in the habit of using only social media or email to communicate with others. While digital tools are convenient, they shouldn’t be a complete substitute for picking up the phone or meeting in-person.
According to a recent article by HubSpot writer Emma Brudner, “Starting off a connect call with "is this a bad time?" creates a plethora of problems that kill the sale out of the gate.”
I’ve been a professional writer and professional speaker for 20 years. But like you, I’ve been an amateur since the third grade when I talked about what I did on my summer vacation.