To see how this is done, see the following example dialogue
Posted: Tue Dec 17, 2024 6:58 am
Facts count, but stories sell. While it's easy for customers to get distracted when you recite a litany of details, they'll automatically tune back in if you tell them a story.
This technique sounds more natural when you use an example or experience from another client.
Facts: “On average, companies that use our engagement platform reduce their employee turnover by 60%.”
Story: “When BlueSky came to us, their employee turnover was growing by 15% each viber database year. They used our platform to ask employees what benefits they wanted to see, why they were so dissatisfied with the management and leadership style, and how they could boost retention. Simply asking reduced turnover for one quarter, and once the survey results were implemented, they were able to reduce turnover by 75%.”
6. Ask questions
It should come as no surprise that people tune out when a rep talks too much. If you feel like your customer is only half-listening, it means you've probably been dominating the conversation.
Remember that the golden ratio of speaking to listening is 30 to 70. Keep your contributions to just 30% of the conversation; the other person should do the talking the rest of the time.
Maybe you realize that the breakdown has been closer to 50/50, or even 70/30. Show your client that you're going to stop dominating the conversation by saying, "I apologize, I've been talking too much. Do you have any thoughts on what we've discussed so far?" or "I know I covered a lot. What do you think about [point X]?"
7. Mention: “This is important”
When subtle strategies don't work, it's time to bring out the big guns. Tell the prospect, "This is really important."
He makes this statement calmly and matter-of-factly, and you're almost certain to get their attention :
This hypothetical dialogue demonstrates how it works:
You: “...that's why I recommend a 60-day trial. What do you think?”
Customer: “Sounds good.”
You: [pausing to see if he'll add anything else] “Okay, great. Now I have something really important to ask you.”
Client: “Go ahead.”
You: “What are your expectations for this deal? I want to make sure we’re on the same page.”
Looking for a couple more alternatives? You can also try:
"Your next answer is very important."
"The next element is the most crucial."
"What our agreement looks like really depends on how you answer the next question."
As you might expect, this technique only works once. If you present all your arguments with “This really matters,” the client will quickly stop believing you.
Let's face it, a sales conversation may never be as engaging as the final seconds of an intense sports game or the fight sequence in a big action movie. But that doesn't mean you should let your prospects wander off into the distance. Use these seven sales techniques, and customers will pay the attention you need to make your strategy successful.
This technique sounds more natural when you use an example or experience from another client.
Facts: “On average, companies that use our engagement platform reduce their employee turnover by 60%.”
Story: “When BlueSky came to us, their employee turnover was growing by 15% each viber database year. They used our platform to ask employees what benefits they wanted to see, why they were so dissatisfied with the management and leadership style, and how they could boost retention. Simply asking reduced turnover for one quarter, and once the survey results were implemented, they were able to reduce turnover by 75%.”
6. Ask questions
It should come as no surprise that people tune out when a rep talks too much. If you feel like your customer is only half-listening, it means you've probably been dominating the conversation.
Remember that the golden ratio of speaking to listening is 30 to 70. Keep your contributions to just 30% of the conversation; the other person should do the talking the rest of the time.
Maybe you realize that the breakdown has been closer to 50/50, or even 70/30. Show your client that you're going to stop dominating the conversation by saying, "I apologize, I've been talking too much. Do you have any thoughts on what we've discussed so far?" or "I know I covered a lot. What do you think about [point X]?"
7. Mention: “This is important”
When subtle strategies don't work, it's time to bring out the big guns. Tell the prospect, "This is really important."
He makes this statement calmly and matter-of-factly, and you're almost certain to get their attention :
This hypothetical dialogue demonstrates how it works:
You: “...that's why I recommend a 60-day trial. What do you think?”
Customer: “Sounds good.”
You: [pausing to see if he'll add anything else] “Okay, great. Now I have something really important to ask you.”
Client: “Go ahead.”
You: “What are your expectations for this deal? I want to make sure we’re on the same page.”
Looking for a couple more alternatives? You can also try:
"Your next answer is very important."
"The next element is the most crucial."
"What our agreement looks like really depends on how you answer the next question."
As you might expect, this technique only works once. If you present all your arguments with “This really matters,” the client will quickly stop believing you.
Let's face it, a sales conversation may never be as engaging as the final seconds of an intense sports game or the fight sequence in a big action movie. But that doesn't mean you should let your prospects wander off into the distance. Use these seven sales techniques, and customers will pay the attention you need to make your strategy successful.