Inculcate value-based system besides providing a solution
Today buyers control the buying process more than the seller controls the selling system. Therefore, your prospect is more tech-savvy than their erstwhile counterparts ( before the internet became prominent).
If your prospects have agreed to meet you it means they are expecting something more that they are not getting somewhere else. They are looking forward to value-based content that can reinforce their trust in your brand or your organization.
In such cases, you can always share a snippet of useful resources or maybe provide insight about industrial trends or recommend an event that is backed by their interest or hobby.
Selling via emotions
The biggest asset any human can have is their feelings. When you share a heartfelt conversation with your prospects they seem to open up and feel at ease in your presence, thus, making your ‘seal the deal’ contract a cakewalk for you. SO the next time when you walk into your buyer’s chamber, make an effort to make a call from your heart rather than considering him as the next potential for your lead generation and being nearer to your target. Of course, that is important but when you are connected on an emotional level everything will fall into place.
Make it about them not you
Blowing your own trumpet can benefit neither party. Choosing to solve your customer's problems first, handling their objection, and probing them to ask why they are facing the difficulty, will not only create a difference in your approach but they will feel respected and shall do so in return for you as well.
Find a relevant reason
Customers have thousands of reasons to reject your products and services but when you create a difference in the ‘sea of sameness’ and find one reason that can breakthrough all the shackles of their mind, you can easily earn a chance of being their favorite, albeit it is not an easy job, but patience is the key along with right tools and the right knowledge to get through the customer mind and fit your product or service like missing piece of a puzzle.
All the above-mentioned points focus on how you sell rather than what you sell, but to bring it into practice may seem challenging. Your salesperson could be as efficient as you want them but when it comes to selling they may fail to create the difference. We at ChalkWalk will be more than happy to groom your salespeople and enable them to stand out from the rest of the crowd. How? Give us a call now to understand how we create an impact on your salespeople and carve a niche for them.