How do you respond in critical sales moments?
Do you sometimes get caught off guard with a question or response from a prospect?
Do you get agitated, frustrated and find yourself talking too much?
We refer to these as "choke points" in the sales process when we tend to get emotionally tangled and taken off course by prospects. Why do prospects do this? It's pretty simple, they know the buttons to push on salespeople to get what they want out of the process. Free information, a proposal, ideas, your pricing etc. We all know that what we really bring to any sales call are our experience and knowledge. To make sure you maximize your opportunity to get paid you must wait for the right moment in the sales process to exchange your "collateral" for an economic opportunity. In other words don't give your "stuff" away!
Have you ever experienced any of the following on a sales call?
-
frustration
-
at a loss for the right words
-
felt intimidated
-
talking too much
-
stumble over your words
-
worried you have already missed your opportunity
-
wished the prospect hadn't asked you "that" question
-
get back in the car or hang up the phone and say "Why didn't I say/ask that?"
Of course you have, we ALL have. What is the impact on your business if you continue to let these things happen? I'l let you answer that one.
OK, if those are the problems, what are the solutions? Here a 5 suggestions to help you "keep your cool" on your next sales call.
-
Maintain "clinical detachment" and resist the temptation to get emotionally involved. That doesn't mean you should lack enthusiasm.
-
There are certain questions, "curve balls" that every prospect will ask which are designed to take you off balance. Know what they are and be prepared with how you will answer them.
-
Listen, that doesn't just mean you are not talking. Listen to your prospect and use their words to respond with your next statement or question to keep the dialogue going.
-
Don't try and think ahead as to where you think the prospect is going, stay in the moment.
-
Have good "pacing" to your conversation, slow down and don't be afraid to allow pauses and moments of silence in the conversation, especially when you ask a question. Sit there patiently and wait for an answer.
Make sure you are searching for your prospects name on LinkedIn before you call. Sometimes just a bit of familiarity helps calm the nerves.
Your homework: Identify three choke points in your sales process where you may get emotionally involved and decide the next time it happens how will you react to "keep your cool"
