Let’s face it, buyers just don’t want to talk to you anymore! Its time to take control of the sales 2.0 process, where your buyers do more self-education than ever before.
You can set a consistent pipeline as long as you send the right message to your buyers. It’s the first month and the first quarter of the new year, so setting up good habits now will impact the whole year’s success!
Asking The Tough Questions -When will they make a buying decision?
It’s a lot to ask of your leads sometimes, particularly on fragile deals. You don’t want to scare them off with pushy sales tactics – at the same time, this information is vital to your pipeline, and how you’ll approach the deal. Often, finding out this information as early as possible can prevent becoming that dreaded “pushy” salesman later. Try to find out their “buying cycle” or even “What does your decision process look like?” The answers to these questions should give the insights you need into the length of these deals.
Establishing Yourself as the Trusted Advisor
Your leads are going to make a better decision when they feel more confident about their buying decision. This occurs when they feel that you, their salesperson, works for them and not just yourself. Finding out what’s needed for your prospects to accept your advice as more than just a salesperson is critical to accepting the role of Trusted Advisor.
Speak your prospect’s language
Today’s global economy means your prospect could hail from anywhere. Knowing your prospect includes knowing their culture, and what language and approach is best. If their work culture is very informal, you might make them feel uncomfortable if you show up in an expensive suit. What kind of diction does your prospect use? If informality puts your prospect at ease, start your emails with “Hi James,” or “Hey Jim” instead of a formal “Dear Mr. Kirk,”. As long as your prospect is comfortable and the language isn’t inappropriate or immature, use their language.
It’s harder to get in touch with decision makers these days, but with practice, you can make sure your sales conversations go where you want them to!