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Have you ever thought about where you stand with one or more of your clients? How effective are you at building connections with potential clients? Are you delivering value? Helping them achieve their goals? Solving their problems? Are you even getting to the point of showcasing how your product/service can help your client? If you are not engaging them first thing on your initial reach out call, chances are you are not. Imagine a stranger calling you and telling you how great they are, how many others use their service and you can benefit at a discounted cost. Undoubtedly your next move is to hang up. But what if someone described your challenge and pain better than you could and showed how the impact is affecting you, your team and your overall business, chances are you would let them finish. But how often is that happening?
Signing up for the technical sales courses in Toronto, Waterloo and Kitchener at K2 Performance Consulting can shift behavior and mindset and equip business professionals to have purposeful and valuable customer engagement.
Tips to building a connection:
These points demonstrate the importance of H2H, human to human connections. Business professionals and sellers tend to be all business and “head” focused. Add some “heart” and watch how the dynamics and energy change for the better. A real and genuine connection between two people can’t be substituted with anything else.
As a salesperson, you have just 7 seconds to make the first impression to compel them to engage and interact with you. Majority of salespeople leave their prospects feeling more like “Ahhh, it’s a salesperson, how do I get them off the phone,” and less like “wow, this is interesting, I would like to stay and listen”. This can be attributed to the fact that most salespeople tend to open the calls including cold calls, prospecting calls and follow-up calls alike – with statements that create resistance, instead of developing a connection.
Resistance is created by cliché openers that start with themselves, their produce and their company. “How are you today?”, “Is it a good time to talk?”, “Are you the person in charge of….?”, etc. Then carries on with “I”-focused statements like “I’m calling because….”, “I’ve been told that….”, “I’ll only take a minute of your time”, “I would like to tell you about my product” etc. Finally finishing with statements like “I have a product that can save you money”, “Are you looking for ways to become more profitable?”, “We can improve your….”, so on and so forth.
To build a solid relationship, you need to:
For your customer to respond to you more positively, take a relaxed approach on the call and project a friendly and positive demeanor. Be well-prepared before a call so your message is fluid and clearly articulated not sounding contrived and robotic. Make your prospect smile, this applies to you as well. Smiling through the call helps convey your energy and warmth. Better yet, suggest a video call and let your real personality shine through and build connections quicker.
Continue this process and make adjustment with each call. Over a period of time your cold call reluctance will soon be replaced by a string of successes.
For 20 years Karen has been specializing in the art and science of sales and communication her passion and experience are helping technical sales professionals become more confident and to disrupt with value.
Her dedication to developing and delivering customized sales training programs provide her audience practical, relevant tools that can be used immediately to break down the barriers in a competitive landscape and separate themselves from the noise.