By Maria Waida
In a perfect world, every prospect you speak to is a terrific match – they need what you have and you’re excited to help them out! But as we well know, sales can sometimes be a rollercoaster.
Personalities clash, priorities shift, and miscommunication runs rampant, making even the most slam dunk deals fall apart at the last minute. In fact, 79% of all marketing leads are never converted to sales. Sad times
Although this can be frustrating, there are some ways to come back from these common mistakes that drive your prospects wild (in a bad way).
Not Getting to the Point
When speaking to a prospect it’s important that you respect and make the most of their time. Although casual conversation is integral to relationship building, it’s best to cut to the chase and save the pleasantries for later. Some sales reps make the mistake of feeling so confident that the product is a good match for the potential buyer that they forget to do the real work of the sale.
So get to the point! Tell your prospect who you are, why you’re calling and what you want. Keeping the conversation concise, honest, and direct are surefire ways to win over your prospect. In our recent interview with sales expert Jeb Blount, we discussed what he calls the Five Step Telephone Process.
He explained, “All we do in the Five Step Process is get a prospect’s attention by saying their name. Then we tell them who we are and we tell them what we want, because a prospect can’t pay attention to anything else that you say until you answer those three questions. And then we give them a reason why, or a because statement. Finally, you ask for what you want, which is time. So with the Five Step Process, you’re getting to a yes, no or maybe in about 10 seconds.”
Using Outdated Sales Tactics
It’s time to spring clean your sales tactics before your prospects get a peek at the mess. Outdated sales methods are outdated for a reason. Either they’ve been debunked or we as a sales community have found much better ways of coping with this ever-changing industry.
One of the most outdated yet frequently used tactics is the hard close. Instead of forcing the sale, try learning how to be an influencer. This tactic is much more successful in an age where prospects have the answers to nearly all of their questions at their fingertips and often don’t start the buying process until after they’ve done their own research.
An influencer in sales is an expert who can guide the prospect with their in-depth knowledge of the industry so he or she can find a solution that truly is best suited for their needs (even if it’s not your product). Putting your focus on being an influencer will instill trust in your prospect. That trust may not necessarily lead to a sale right away but it will Go to the full article.
Source:: Business 2 Community