During the initial months of my career, I made a commitment to be connected with cross vertical sales professional from various industry and learn from them. During one such association, a veteran sales rep told me to always use facts, truth and stories while selling and always cash on the fear of the customers while closing. Later I got connected with many experts and their advice revolve around the same basic hacks. In this post, I am going to share hacks which I learned over the years to improve the trust and make more sale
Always speak in their language: When you are speaking to any client, you should speak in a tone that resonates them. You should always tell the story which they can easily be connected with and even can draw the inferences based on the story. You should also tell the terms which they can easily understand.
Always tell about their competitor: You should tell your prospective client about their competitors strategy and how they are achieving the market and should always back a point with a case study of another related client with exact facts and figures about their growth and effectiveness.
Always build fears in customer's eye: After gaining trust through truth, stories and facts you should move over to sales by building fears in them and by telling how the industry is going to move in the next future and the challenges the industry is going to throw in the coming era and the things they should do to be ready for next major wave. In training industry, I usually give examples of the innovations being happening in the industry and the major challenge they may face in talent development and retention.