Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two or three of the other executives. Each time they seemed interested, each time I provided them with more information, and each time they asked me for more white papers, testimonials, and then a proposal. Finally, I provided them with FREE access to our software for 45 days with the promise that I was their favorite…
Thank you to Peak Sales Recruiting for featuring me as an expert on how to be a female that succeeds in sales. This article originally appeared on the Peak Sales Recruiting blog here and has been reprinted with permission below.
When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound “too good to be true.”
One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things up simplify, or use phrases that better align with their values and concerns. Be respectful, yet assertive. Think less about what you want to say and more about how you want the prospect to feel.
Are you paralyzed by fear? Good. Top salespeople know that the more fear they feel, the more important it is to tackle the fear. What you’re afraid to do, you must do. The question you’re afraid to ask, you must ask. Get out on the skinny branches.
Your prospect loves it and tells you you’re terrific. Furthermore, this is the exact product they’re looking for. Then out of nowhere they tell you the dreaded, “I need to think about it, we’ll get back to you, “or “I need to run it by so and so” .