come up with a hook that captures their attention, then transition into a description of the challenge your prospect faces and how your solution can help. Then, describe a customer result that illustrates your product’s value. Finish with a request to continue the conversation.
3. Practice active listening
It would be a mistake to think of listening as a passive activity, when in fact it’s one of the most important things a seller can do. “It’s about active listening, when you really absorb what your buyer says and prepare to ask follow-up questions, said Anita Nielsen, president of LDK Advisory. “You’re not just passively hearing them speak. You’re engaged.”
To practice active listening, record and listen to past afghanistan phone number list calls (a conversational intelligence tool can help), and measure the amount of time you spend talking versus listening. “You should be talking less than half the time,” Nielsen said. This gives your prospect the chance to share their thoughts, and it gives you the chance to take it all in — not just their words, but also their tone of voice, their body language (if you can see them), and whether they’re using positive or negative language (e.g. “economical” versus “cheap”). Use this place of understanding to mirror their communication style and tailor your message to their goals.
4. Get them saying yes, yes immediately
Some things about sales will never change. It’s about a rep building a relationship with a prospect, one conversation at a time. That’s why a book written almost 90 years ago — “How to Win Friends and Influence People,” by Dale Carnegie — still has lessons to impart today.