From lead classification to storytelling, discover the 9 traits of salespeople that help close the biggest deals.
#1. Classifying Leads
An effective salesperson can quickly understand oman mobile phone numbers database whether their product meets the needs of a potential customer, which saves them a lot of time talking to non-prospects.
One of the most popular methods of classifying leads is the BANT method. This acronym breaks down into four factors:
- Budget : How much is a potential customer willing to pay to solve their problem?
- Authority : who makes the final decision to enter into a transaction?
- Need : What problem does the business face and how important is it? Does our product solve it?
- Timing : How quickly do we need to solve the problem?
#2 Active Listening
Most salespeople want to perfect their presentation skills. On the phone, a salesperson talks on average 70% of the time. The more they listen to their conversation, the better they can understand the customer’s specific problems and position.
Active listening is a set of skills that help you ask the right questions and direct the conversation.
Here are its main principles:
- Pause . Don’t rush to speak as soon as your interlocutor finishes. Give them a moment to think and add to their statement.
- Paraphrase. Briefly repeat in your own words what the customer told you. This will help them understand that you listened. This will help them look at the situation again and most likely say something else.
- Ask open-ended questions. They should be worded in such a way that the other person cannot answer “yes” or “no.”
- Be empathetic. Let the customer know that you care about their problem. This could be something like, “I understand that this is an important issue and needs to be resolved as soon as possible.”
- Understand your client. Ask questions that will help you better understand the details of the case.
#3. Storytelling
Tell stories that will resonate with your ‘come market your business with me’: an innovative program for australian entrepreneurstaiwan number target audience. They should be clear, compelling, engaging, and honest. This will help you:
- appeal to the buyer’s emotions and persuade them to act;
- show the customer how other customers solved similar problems using your product.
Good stories follow this pattern:
The hero of this story is not you, your company or product, but a customer who has been in a similar situation. First, he tries to solve the problem on his own, but he can’t do it. Then a helper appears – your company or product, which helps solve the problem. The conclusion: “we helped other customers do it, we will help you too.”
Learn to tell good stories using case studies, research, and other materials that will add weight to your words.
#4. Preparing and Conducting a Presentation
When creating a sales presentation phone database stick to a structure that helps convey the value of your offer. You can use the following plan:
- Description of the customer’s problem: the difficulty he or she is struggling with.
- Problem amplifier: for example, financial losses that result from not solving the problem.
- Solution: your product.
- Technology: How exactly your product will solve the customer’s problem.
- Benefit: What value will the customer receive?
- Evidence: Case studies showing your experience solving similar problems.
- Price: If possible, offer several different price packages. Usually, the middle option is the one that is most profitable for the company.
- Working with objections: add arguments that will help prevent them.
The best way to improve your presentation skills is to record video presentations and analyze the recordings. This is the only way to understand how you really look to the customer.
#5 Working with Disclaimers
Here are some techniques to help you overcome customer objections.
- Gratitude. This technique helps reduce stress and start building relationships. When responding to an objection, start with a positive assessment: “Thank you for reading our offer so carefully.”
- Empathy. Show that you understand the customer’s feelings: “I understand, we don’t like changing suppliers either.”
- Ask questions. Instead of getting defensive, get specific: “What are you comparing our offer to when you say we have high prices?”
- “Yes, that’s why.” Don’t argue with the buyer, but turn his words to your advantage: “Yes, our prices are higher than our competitors. That’s why we can offer more.”
- “Let’s compare.” If a potential customer is dissatisfied with the terms (price, terms), try to compare your offer with the competition’s. Show where you are better: in payment terms, delivery volume or frequency, guarantees, etc.
- Referring to the past. If a customer does not want to change a supplier, remind them that they once chose that supplier because of the best terms. It is possible that your offer is the best for them at the moment.
- “It’s normal / It happens.” Cite accepted practice: “It’s normal for a company your size to have multiple suppliers,” “It’s no wonder a better product costs more.”
- Valuability trumps complexity. If the essence of the objection is the complexity of the product, focus on its functionality and outcome: “Yes, the team will have to spend time learning it, but the rest of the work will be much easier.”