- Become an equalto the executive
Decision-makersdonotusuallywanttospendtimewith salespeople.Period!Theywanttoworkwithbusinesspeoplethat providesolutions, andfix problemsthataddress painfullybusiness situations.Beanequalandbeconfident.Weallwanttodobusinesswith peersand assoon assomeonefeelssold,theystopsharinginformation with us. Thismustbe avoided atallcosts.
- Count beforeyou respond
Whenrespondingtocommonobjectionstakeadeep breathand hold it for3seconds.Youneedtobecalm,focused,and fitthecontextofthe relationshipyouarebuilding.Ifyouneedtousesometech-talktoanswer an objection,counttothree,andsound natural.
- Trustcomesfromsharing…doNOTinterrupt
DoNOTsellto your prospectwhilethey aresharing.Acknowledgetheir emotionsandbusinesslogic,andifyoudo notbyaskingsomewell- formedqualifying questionsoracommentlike“wecandothat”,they makeapre-conceivedopinionthatyoudonotcare. Instead,writedown anoteinfrontofthem,andmakethepointattheendofthesession.
- Do not abuse knowing their name
Whentalking;donotover-usetheprospect’sname.Iftheywereafamily orfriend,howmany timeswouldyousaytheirname?Becarefulin ever usingformalitieslike”Sir”orrudenotationslikebud,partner,etc.
- In essence, care aboutthem!
Whenrelatingtopeople,careaboutthemandtellthem.Peoplebuyfrom peoplethey like! Be likable bybeing sincere,caring,andabove all intellectuallycapableofprovidingvaluetotheirproblemorpain.
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.