![]() ![]() And if you’re in inside sales, the only thing you have to make an impression is your voice. ![]() Like body language, voice tone - your voice pitch, volume, speed, and even your word choice - affects how the words you’re actually saying are interpreted. Great communicators know how to read others’ body language so they can anticipate the direction a conversation’s heading, and also make sure their own body language isn’t sending out signals they don’t mean to broadcast. That’s because while we can say pretty much anything we want, our body language often reveals our true intentions or meaning. The same sentence said by someone who’s smiling, looking directly into your eyes, and sitting up straight is received very differently when the speaker is looking away and slouching - even if they meant the same thing both times. Ask a relevant follow up question to further clarify your understanding of their situation.ģ. ![]() Confirm you heard the prospect correctly.Feed back the content and feeling of the prospect’s words.“Too often, salespeople are waiting for their turn to talk or thinking about what to say next, instead of truly listening to the prospect,” Databox CEO Peter Caputa says.Ĭaputa uses the following four-step process: Not only do you have to listen, you have to listen actively, otherwise your conversation won’t really go anywhere. It’ll be obvious when you’re not paying attention, and that’s no way to treat buyers. You have to dedicate 100% of your attention to each call, otherwise you’ll miss details and make your prospect repeat things they’ve already told you. Showing up to a call isn’t just about physically being on the other end of the line. Just because it’s understandable doesn’t make it acceptable. So it’s understandable that during a client meeting, your mind could wander over to the demo you have to prepare for this afternoon, the prospecting you forgot to do, or the contract you’re waiting on to come in. We’re all busier than ever before, and selling can be an especially pressure-filled career. Read body language (and control your own).So, before you immerse yourself in buyer personas, case studies, and marketing collateral, work on these skills to ensure that when you’re talking to a prospect, you’re sending the right message. You've got to understand how your prospects learn, what they care about, what communication style they prefer, and adapt your strategy accordingly. It also means that you can't just reel off a list of benefits or reasons to work together. That means you have to be incredibly attuned to your buyer and understand what they mean when they tell you - or don't tell you - something. Your value proposition, your pricing, even your product’s features - none of that matters unless you’re able to get your prospects to talk to you and also listen to what you have to say. The root of sales success is the ability to gather and provide information in a way that makes your prospect want to do business with you. What's the importance of communication in sales? We wrote this guide to unpack why communication in sales is so important and explain 15 helpful skills to cultivate across your sales team. In turn, you can’t do that until you get your prospect to tell you what’s wrong. You can’t do that unless you’ve understood their problems and devised a strategy to solve them. Sounds obvious, right? You can’t make a sale unless you’ve demonstrated value to a prospect. Good communication is crucial to sales success. ![]()
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