How to Get Started with Sales Talking

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Prospect – “So now that I’ve told you what we are trying to find does one think that you simply can help us with this?”

You – “Absolutely!”

(or)

You – “Definitely!”

(or)

You – “You have come to the proper place Mr. Prospect”

Answering questions on your capabilities with enthusiastic affirmative responses causes you to sound a bit like a salesman .

And in so doing, you impact your ability to shut the sale, and your reputation.

Why? Because normal people don’t talk like this in normal conversations. People are more likely to trust you, once you encounter as a daily person.

A regular person would answer the query with an easy “Sure.” or, “I think we’d be ready to .”

This sort of enthusiasm demonstrated above, puts you within the position of “chasing” the prospect. How so? Your enthusiasm level is above theirs is. this type of confidence isn’t “catching”. Rather, it repels prospects. People are experienced and wary buyers today. They know once they are being sold. and that they know that when the keenness comes out, they’re close to be sold. and therefore the defenses are fortified accordingly.

So what do you have to do instead?

Well, i feel that… um… you would possibly act… uhh… a touch unsure.

Huh? i assumed that the name of this text was “EGOPOWER”! Why would i would like to seem weak and unsure ahead of my prospect?

When you act unsure of your response, you let the prospect feel as if she is on top of things . When the prospect feels that she is on top of things , then the defenses come down. Now you’ve got the chance to ask more questions:

Questions that uncover problems…
Questions that expose the results of not buying…
Questions that establish why it’s important for the prospect to try to to something now.
Get the customer to speak about this stuff and therefore the customer will sell herself.

I never want to be told that I sound a bit like a salesman . Do you?

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