- Like-ability is one key to a successful deal. If you are likeable – the chances of having a deal increase by 6 times. This is because at the core – we as human beings are emotional.
- The hallmark of a true salesman lies in persistence without annoying the prospect by spending the right amount of time, efforts, and, energy.
- Humour makes follow up effective. Follow up is really about persistence. And with Humour you get a way to persist without annoying them.
- Be positive, not negative ! Basically this means to say what something is, rather than what it isn’t. e.g. Instead of saying “inexpensive” say “economical”. OR instead of saying “this software is error-free” or “foolproof”, say “this software is consistent” or “stable”.
- Keep your sales voicemail 20-30 seconds long. Use normal tone. Leave it at the end of the day. Don’t sound salesy.
- Prospects/Clients in China love WeChat. It’s quicker to get answers to any queries. Use emails for official communication.
- A one email for all type of campaign won’t work. A lot of prospect research and highly customised email is what can make the difference.
- A combination of good questioning skills and active listening. A connect call should be like a game of catch — a genuine conversation between a prospect and an SDR (Sales Development Representative).
- The best way to get more information out of your buyer and keep your deal on track is to mirror the buyer’s most important 1-3 words.
- Don’t only focus on the top dog in the meeting, the rest of the people are there for a purpose and have a say in the discussion as well.
- Make your customer the Hero. Use “You” more than “we”.
- Build a story of how we got a certain “objection” or “failure” or “know” about a problem that most customers face. And from their talk about how we started handling it better – Our solution.
- Make the message simple enough for even a second grader to understand while writing emails.
- A business’s true pain is what keeps the CEO/ boss up at night. If we figure out a way to ask about it smoothly – it’s a battle won.
- Every single follow up email you send should contain a unique benefit or piece of information.
- If the prospect says – The price is too high. You can say – I get that sometimes. “But let me ask you, if we can work out a price, would you be ready to buy?”.
- Give prospects an easy out. e.g. “If there is a slightest chance that you are OK with this budget we would be very happy to work with you, else, we understand we will lose this deal”.
- People buy based on emotion and justify with logic and with tonality you can tap into people’s emotions – make them feel certain emotions.
- Avoid long boring feature list. Instead of overwhelming the reader with a list of clients and a list of the millions of things you can do, just talk about one success story.
- After listening to your prospects troubles, try to effectively summarize how they feel, and what they hope to achieve ––“So it sounds like you need a solution X that can get rid of problem Y, while not compromising on value Z”. By doing this, you’re demonstrating an understanding of how he/she feels. Once the prospect confirms this with a “That’s right” , consider half your job done.
- Try connecting with your client on a personal level ; humanise the conversation. Hand written notes is an amazing gesture that goes a long way.
- Stop selling yourself or your company and start selling what your prospect needs. The sooner you figure that out, the faster you make a sale.
- Ask open ended questions. Instead of using verbs like ‘is’, ‘can’, and ‘does’ in your questions that trigger yes/no responses, start using verbs like ‘what’,’where’ and ‘when’ that lets prospects expand their thoughts to share more valuable info.
- While writing a cold email, you can list down the pain areas you think might concern your prospect (say 1 to 4) and ask him to reply with the number corresponding to the point that applies to him. Accordingly, you circle back with something of value to him in your next email.
- A human brain is more likely to get influenced by potential loss than potential gain. So instead of saying “By using our services we’ll be able to add X amount of value to your company every year”, use “ So currently you’re losing out on X amount of resources every year by not doing what we suggested – let us help you get that money back where it belongs.”
Happy Selling! You may like to read “Top 15 Sales Tips for the Year 2020!”.
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