Glowing Global recently read an article on entreprneur.com which evaluated five tips to ensure better conversations when directing a sales pitch.
First up, Don’t be tone deaf. So say, salespeople are good at their jobs because they know how to talk. By establishing rapport, they can better service their clients because they know what they need. While they know how to talk, they may not be great listeners. When clients speak, their tone gives away a lot of information, even when what they’re saying is all positive. If you’re too busy thinking of the next thing you want to say, you may lose out on what the client actually wants to hear.
Secondly, you should ensure that your responses are personalized because responses cannot be rote for proper sales procedures to work effectively. According to the article, this is why scripts can often get in the way of a good call or visit. That isn’t to say that professional language and a carefully sculpted message is a bad thing as only clients and potential customers can hear that rigidity in a voice because it’s likely not the salesperson’s natural speaking style. During the pitch you should be mindful of the customer’s true despair. There are clients who can feel that their back is against the wall, and they need someone in their corner who is ready to fight for them. These buyers are most likely your best candidates to upsell. According to the article, in these cases, you should acknowledge how the clients are feeling, and offer them real solutions as to how to fix their situation. You should use this time to empathize with how they’re feeling. If they’ve seen disappointments, then they’ll likely be open to telling you exactly how things went wrong; now is the time to understand it, and get to work on how to fix it.
Lastly, the article advises the salesperson to Find interest in the exchange and know when to ‘fold em’. There will be fewer instances when you will need to read between the lines, if you’re genuinely interested in the customer, they may get chatty but you may find that those extra minutes can translate to customer loyalty and referrals worth thousands of dollars in future business. Lastly, the article helps identify when to spot the close, If it seems that a person is dying to end the conversation, there’s a possibility you’ll say the perfect thing to get this person to come around. It’s more likely you’ll just upset him or her by continuing. You need to accept the answers offered, and then exit as politely as you can. You’ve lost the battle for now; however, you will likely have another chance later to win the war.
With these excellent conversation tips, you will be winning sales and influencing people like a pro.