A great salesperson makes a tough job look like an easy job. It requires hard work, persistence and the ability to get up after you’ve been knocked down. Making a sale requires that you are convincing and sincere, it requires you to make a connection with your customer and most importantly, it requires that you can empathize with your client’s needs.
When times get tough and you’re not hitting your numbers, it’s helpful to take a step back and remind yourself of some of the most tried and true points to become persuasive again. Here are 8 sales tips to help connect with your prospects more effectively.
Skip The Script
We wrote about turning your sale pitch into a novelty, and how it can help energize your approach with prospects. Part of making your sales pitch feel new again means ditching the script. Just because one pitch worked on a prospect doesn’t automatically mean it’ll work on the next three. You have to know your audience and learn to tailor the conversation when necessary.
One of the most important reminders of all: be grateful with every opportunity you have to speak with a client. Whether it’s an email response, a 30-second voicemail that you want returned, or a sit-down meeting, you must thank them for their time and acknowledge that they have a busy schedule. Make the meeting or courtesy call stand out.
Avoid Certain Phrases
Be careful with your words, for even the smallest error can linger inside the prospect’s head. Don’t “guarantee” something unless it’s 100% true. Be careful that you don’t include “innovative” with everything you talk about. Don’t mention “risk-free” during the initial rapport. And get rid of “to be honest”, because you’ve just implied that whatever you said prior is all a lie.
Uncover Their Needs
Stop dancing around and ask the prospect’s what their needs are. If you aren’t sure how your product fits their needs, get back to the basics and do more homework before calling or scheduling a meeting.
Ask About Their Budget
Once you’ve established a need, why waste their time and yours by preparing presentations without zeroing in on a hard number first? If their budget isn’t a right fit, and you can’t cut down your offer without risking too much on your end, keep that line open for future talks, but move on.
Know When to Stop Talking
Don’t damage the rapport you’re trying to build by dominating the conversation. Let your prospects share their side of the story. Know when to stand pat and understand that a less is more approach to talking can more often spark curiosity from a prospect. Be intriguing.
Don’t Bash the Competition
It’s not your job to attack the competition; your job is to sell your company’s vision. Anytime you try to discredit everything a prospect brings up about the competition, you’re putting the prospect on the defensive. All that does is create an uncomfortable situation.
Champion Everything You Know About Your Product
No prospect will buy from you if you don’t know your product inside and out. You must be well-versed in everything your product does. It’s as simple as that.