What percentage of buyers think salespeople talk too much?
And why does this matter? If you’re a salesperson it matters. If you own your own business it matters. If you work in sales it matters. If you do know that ninety-five percent of buyers think salespeople talk too much then you can change the way you do sales calls. You can plan for that call by pre-call planning to anticipate objections, spend time actively listening to answers and let the buyer raise questions that you’ll know the answers for. It’s a two way street.
So breaking it down, what can you do? What are some of the top tips I would advise to make a quick and direct impact to the way you prepare for that call.
Research your prospect
Spend time finding out who your prospect is. Find out as much about them as you can, including their company, their competitors and the person you are calling. Go into the call knowing what your prospect needs, or if not as near enough. This will help you explain how your product solves their pain points. Understand what their competitors are doing and who is the decision-maker in the business so you can secure a meeting with them. I’m not expecting you to dedicate as much research time as if you’re heading into an exam but to at least know key topics and useful tips to help that call.
Being prepared for the unexpected is just as important as having all your questions ready. If you take the time to think through a few different scenarios you will be prepared and not have to think on your feet. For example, if a prospect mentions that they have already decided to go with Business X because they offered them a quicker turnaround then which you could provide. Having scenarios prepared will allow you to respond in a professional and courteous manner.
Dedicate time relative to the opportunity
As much as you might be keen to make that call and secure that purchase you need to invest the time equivalent to the size of the opportunity. The time that you spend researching the prospect needs to be worthwhile for you and for the prospect. If you have the potential to secure a large client your professionalism will come across through the research you have done so take the time to gather information.
Take 5 mins to get the right mindset
“Calm mind brings inner strength and self-confidence, so that’s very important for good health.” – Dalai Lama.
You’ve done all the groundwork to make the call a success for you including making sure neither you nor the prospect feels uncomfortable by getting all your research complete. Take 5 minutes before the call to look over your pre-call plan, get your mindset right and just have a deep breath. Your sense of calmness will shine through to the prospect giving off a professional vibe, someone they can trust in and want to buy from.
What to do now!
Firstly grab a copy of my latest book “Funnel Vision, Selling Made Easy” either in paperback or kindle from the Amazon store and benefit from my vast experience in sales from working at Shell to setting up and running “The Sales Mindset Coach”.
Secondly, grab the WOPPA to achieve more successful sales calls. Put everything mentioned above into action and see instant success.