Nobody wants to feel like they're being sold to. There's often disconnect which occurs between the prospective client and the sales message, and this disconnect is the very reason most sales opportunity goes awry.
How much your approach leans toward “sales” versus personal connection with a client can be the make-or-break factor when it comes to the purchase decision. Maintaining balance in your sales pitch can be tricky, so here's five tips to creating a dialogue that's both natural and effective.
1. It Begins with Hello
The most important part of the conversation? The greeting. Applying sales pressure too early in the dialogue can be counterproductive when building any relationship, as it can very quickly turn a prospect sour.
Conversely, being greeted warmly and personably is much preferred, and has been shown to have a major impact on brand perception. While this might be the best way to start a relaxed conversation with a prospect, the ultimate goal is to earn that prospect's business and move the dialogue toward closing a sale.
2. Make the Most of Closed-Ended Questions
Closed-ended questions that elicit a rhetorical or predictable response open the door to further information, while confirming interest. Asking questions that bring about answers that further personal curiosity heightens involvement and encourages customers to give you their attention. It also serves as a great segue between your greeting and focused sales message.
3. Be Provocative
While risky, a provocative question -- “How confident are you in your decision making?” -- can spark a dialogue with prospects and reveal unique sales opportunities neither party might’ve considered.
Provocative questions invite self-observation and give prospects the chance review of their current situation, which creates an excellent transition point into presenting the advantages of your service or product.
4. Relate, Then Educate
When pivoting a conversation towards sales topics, it's important to understand the consumer’s knowledge level. Buyers today are better informed than ever before, so relating is critical when initiating a conversation.
By immediately providing information on a product or service, you risk putting forward needless details and alienating prospects. Supplying too much information can be overwhelming, but when this information is prefaced by a relatable introduction and appropriate questions, it becomes much easier for a prospect to digest and factor into their purchase decision.
Educate prospects in a way that encourages them to want to know more!
5. Keep it Brief
Time is money, and brevity is solid gold in many cases. Make sure your message is communicated effectively and consideration is given to your prospect's schedule. While a warm greeting provides great advantage, rambling can make a prospect lose interest.
Messages kept between 50 and 125 words have shown to increase response by over 50 percent. Keeping messages within this length typically elicits better responses and seems to be the balance point between “too much information” and “not enough information” to build interest.
Pitch smarter, not harder. Following these tips will help you better engage with your prospects, which translates to more sales! Ready to stop guessing and start closing? Check out our post on how to sell to anyone and download our free e-book - Good Sales vs. Bad Sales.