Take all of this information, use it to shape talking points, and be able to articulate them naturally and coherently. Get a feel for how they stand relative to their competitors. Have a comprehensive understanding of the prospects you're selling to. But it doesn't stop there.ĭevelop expertise in your industry as a whole. Know all this and more, so you can better frame your product as the smart, sensible choice that will suit your prospect's interests better than anyone else possibly could. Understand your competitors' products or services, their strengths and weaknesses relative to yours, their pricing structures, and their reputations. But your expertise has to extend beyond your product. Your ability to do so is one of the most crucial factors in building trust and rapport with potential customers. I alluded to it earlier, but I'll stress it again - know your product or service inside and out.īe able to address any questions your prospects might have thoroughly and thoughtfully. Develop and express your expertise.Īs important as your authoritative tone might be, it won't mean much if it's used to convey hollow information. They want to know you're confident in your product or service - speaking with authority is the best way to convey that. Keep it going through any meetings or conversations with the prospects themselves. If you bring that energy to your sales process, you're not going to project the authority necessary to build trust and establish yourself as a guiding force who knows what they're talking about.Īnd that tone can't stop when you're done prospecting. I understand you're really busy, so if you feel like it, you can call back me if you want." Make sure they know what you're saying with some sense of urgency.ĭid your call go to voicemail? Don't talk with a tone that essentially says, "I'm so sorry to trouble you, but I'd really like to speak with you if you get the chance - no pressure if you can't though. Speak with confidence and authority throughout every stage of your sales process.ĭo you have to interact with a gatekeeper, like an assistant, before actually speaking to the prospect? Relay the information the prospect will need to them clearly, concisely, and frankly. It's hard to do that effectively if you're speaking uncertain terms with a breathy tone and a subtle stutter. It's the practice of conveying value and necessity to an interested party. Sales, at its core, is a matter of trust. Take an authoritative tone throughout the process. Employ the '1-10' sales closing technique.ġ.Never stop learning and evolving as a salesperson.Sell with empathy and a personal touch.Take an authoritative tone throughout the process.
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