You will give information that could sabotage your success either in the short or long term. Maybe they are just subtly telling you that they are not really a prospect for you. Maybe they have an inflated view of their authority or power within their own organization. And maybe, they just lie a lot. We are talking here about intent. They are not easily misled and tend to probe deeper when they feel they are not getting the real truth from the prospect or customer.
A key concept to keep in mind while selling is that the close of the sale is not the end of the sales process, but the beginning of the sales relationship. Once the sale has been closed and the prospect accepts your promises, commitments or features as ones that will benefit him, he or she now moves into a sort of limbo mode.
They wait patiently to see if you meant all of that sales stuff or were just trying to get another deal. They observe and monitor your behaviors, actions, follow-through and communication consistency. It can often be a subtle test to see if you can really deliver. Poor salespeople continuously promise a lot and deliver less, or promise a little and deliver next to nothing. Between self-investment and rewards.
Between investing time in personal development and your ultimate success. It is never too late to begin an aggressive on-going self development program. Some salespeople wish they had more while others wish time would pass a lot quicker. Some salespeople act like they have an unlimited time bank available to them and that their prospects or clients will see them whenever the salesperson would like.
The sales super stars understand the importance of using every available selling minute to its full advantage. Most of us tend to waste the time we do in the same old ways, day after day, year after year. For one week carry a stop watch and start it when in the presence of a prospect or customer to sell only and then stop it when you leave.
You can do this with every sales activity for example; how much time you spend on the telephone prospecting for new business, travel time, doing paperwork, in meetings, how much time you spend doing research or solving client problems. It passes with or without you. Not only will it make them happy, but it can also have a big impact on their potential to convert. Thanks for reaching out to us.
Please call this number xxx-xxx-xxxx or visit our FAQ. And then you sit there wondering why on Earth live chat even existed if they simply directed you to another medium. Think about it. They might have forgotten completely, or even worse, they may have moved on to a competitor with a faster response time. Waiting more than 15 minutes to respond meant losing nearly all of your potential leads.
When Customers Talk: Turn What They Tell You into Sales
And if you look at how many companies were failing at contacting leads in five minutes or less, the data is pretty scary. I go to a website that looks cool. I browse their products, services, and features. I think to myself:. And Drift found data to back this up.
A Comprehensive Guide to Talking to Prospects on the Phone
That means you either had to call, sit on hold and speak to a pushy sales rep, or send an email that would very likely get lost in the shuffle. If you said live chat , you were correct for the most part. And live chat does more than just decrease response time.
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It can help you out in many other ways, too. Sure, Neil, that makes sense. One of the most genius inventions of live chat today is being able to customize responses based on common questions, or simply respond with an automated bot that can assist. Bots used to be terrible :. You can still take advantage of the live-chat software by integrating bots that can respond for you.
I run a small business and I want to use your software to integrate with X, but I need XX amount of licenses. How does the cost vary and what will management look like for those licenses? Do you see what I mean? When I hit their pricing page, I get a personalized message asking me if I have questions about the pricing. Forms are dead. The fact is, forms are starting to die.
Some of the top ones that come to mind are Intercom , Drift , Influx , and Autopilot. Influx is great for those who need a little extra chat support , offering regular trainings and re-trainings to their users. For this example, we can run through the setup of Drift , one of the most popular platforms. Head to Drift. You simply start building out your live-chat software from their dashboard. Even if you get the act down, you might just fall into the trap of being too self-conscious. Take a step back to the architecture of your sales team.
When Customers Talk... Turn What They Tell You Into Sales
How could any rep make a deal over the phone without exceptional call clarity? Without comprehensive background information, all your calls turn into cold calls.
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When a rep forgets an important aspect of a past interaction, call recording has their back. And, best of all, these advanced tools save reps time so they have more time to reach out to other prospects. Factor that in as you continue in your efforts to succeed in the sales world. Shauna has a doctorate in clinical psychology and a love of call center software. When she isn't creating content, you can find her screening Talkdesk talent and playing with her labrador, Buster.
Connecting with prospects and turning them into customers. Sound like a salesperson. Being upfront is an important step to building trust.
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