Generate empathy with your prospects
Posted: Tue Dec 17, 2024 8:25 am
Instead, try to quickly introduce yourself, tell them it will be a short call, and get straight to the point.
As you can see from the previous point, putting the prospect before a sale is (and although it may seem ironic) the best way to sell.
For years, sales have gained a bad reputation as it was common for sellers to only try to get money at any cost, this involved selling defective products, forcing the purchase or even lying, all of this is being left behind thanks to Sales 2.0 , a model in which what is sought is to satisfy the real needs of people with a product or service.
That's why it's so important to convey this to your sales directors email lists potential customers, especially on cold calls. A common and easy way to accomplish this on a call is to be attentive to details.
On a call you are losing many important references such as visual and personal contact, so it is vital that you fine-tune the only sense you have available on that channel: hearing .
Listening will give you the chance to empathize with your prospects. For example, if you hear background noises like children, music, or a meeting, you can say something like , “Oh, John, I hear children. Are you busy? If you want, I can call you back at another time.” You’ll be amazed at how many times someone will say something like, “No, no problem . Tell me, how can I help you?” With such an insignificant detail, the prospect is now paying attention to you and asking how they can help you.
Isn't it amazing what empathy generates?
Likewise, if you talk to prospects from another country, you can ask questions about that place or any news that is happening, tell them about something that is happening in your country, say a funny comment, etc.
Another great trick that we more experienced salespeople often use is something we know as “voice mimicry,” a technique that consists of emulating the tone or speaking style of the person you are calling.
For example, if someone responds to you in an effusive tone, it is ideal to start the call in a similar tone. This causes the person to gain confidence more quickly. If you want to become an expert in how to connect with people, we recommend that you consult our Summary of How to Win Friends and Influence People .
As you can see from the previous point, putting the prospect before a sale is (and although it may seem ironic) the best way to sell.
For years, sales have gained a bad reputation as it was common for sellers to only try to get money at any cost, this involved selling defective products, forcing the purchase or even lying, all of this is being left behind thanks to Sales 2.0 , a model in which what is sought is to satisfy the real needs of people with a product or service.
That's why it's so important to convey this to your sales directors email lists potential customers, especially on cold calls. A common and easy way to accomplish this on a call is to be attentive to details.
On a call you are losing many important references such as visual and personal contact, so it is vital that you fine-tune the only sense you have available on that channel: hearing .
Listening will give you the chance to empathize with your prospects. For example, if you hear background noises like children, music, or a meeting, you can say something like , “Oh, John, I hear children. Are you busy? If you want, I can call you back at another time.” You’ll be amazed at how many times someone will say something like, “No, no problem . Tell me, how can I help you?” With such an insignificant detail, the prospect is now paying attention to you and asking how they can help you.
Isn't it amazing what empathy generates?
Likewise, if you talk to prospects from another country, you can ask questions about that place or any news that is happening, tell them about something that is happening in your country, say a funny comment, etc.
Another great trick that we more experienced salespeople often use is something we know as “voice mimicry,” a technique that consists of emulating the tone or speaking style of the person you are calling.
For example, if someone responds to you in an effusive tone, it is ideal to start the call in a similar tone. This causes the person to gain confidence more quickly. If you want to become an expert in how to connect with people, we recommend that you consult our Summary of How to Win Friends and Influence People .