Salespeople have enough stresses to deal with when trying to lock down a prospect and make a sale. There are the familiar headaches of customer indecision, prolonged sales cycles, unsuccessful cold calls and many other issues that certainly take a bite out of some people, for sure. But you shouldn’t let these circumstances weigh you down. Next time you’re feeling stuck in a rut, try out a few of these tips.
Make Your Pitch Feel Exciting Again
Is your sales pitch becoming too repetitive? Or is the pitch good, but your voice doesn’t make it sound that way? A recent Fast Company article on how to combat pitch fatigue made a stellar point: get back to making your sales pitch feel like a novelty to you first. That is, add new layers to your pitch - or tweak the approach just a bit - to the point it becomes fresh and exciting again.
The Power of a Genuine Smile
Now you might be thinking to yourself, “Well of course I’m always smiling!” Thing is, the domino effect of being in a sales rut can sometimes show in your body language. Most of all, your smile might be off the mark. Some might accidentally fall into the Jack Nicholson “Joker” smile by accident:
Image Credit: Uncyclopedia
Ahh! Too much. The Jack Nicholson reeks of desperation. It’s nowhere in the vicinity of genuine.
The science behind a genuine smile is to the benefit of both the salesperson and the prospect. New research suggests that people anticipate genuine smiles over polite and contrived ones. A genuine smile is a form of social reward, but more importantly, it’s the gatekeeper to a good first impression between you and the prospect.
Empathy Toward Every Discussion
When you become desperate to connect with a prospect, the art of really listening to customers may tail off. Some might feel the need to unleash every bit of information about their product in the limited time they have. What happens next? The customer gets annoyed and cuts your 15 minutes in the spotlight down to 5 minutes.
Always be appreciative of every minute you have with a prospect. For every story you tell, listen to two of theirs.
Know Your Product Inside And Out
Even if you own all the confidence in the world, you’re masking the bigger picture by not being completely in tune with every single aspect of what you sell. If you have to turn your eyes up to the left while thinking what differentiates this product from a competitor’s, that could be costly. You must be able to articulate its value and show that knowledge is both powerful and passionate.
In the end, it’s about finding new avenues or improving current skills to make those prospects want to become buyers, to help create more wins for your company and most importantly, to build up a portfolio you’re proud to call your own.