Did you know that 82% of customers agree for a meeting with sales representatives who actively connect with them?
Yes, perseverance ends up paying off!
Sales representatives in your organization can significantly raise their conversation rates by becoming more consistent and meticulous in following it up with potential buyers.
It’s true that attempting to acquire a consumer is among the most challenging problems a company faces. But even if it is difficult, it will still be essential to enable your business to stay afloat and on track for success.
With all this in mind, we’ve compiled a list of 10 pro tips that will help you convert potential buyers and persuade them to make a purchase.
10 pro tips to convincingly present your product before prospects – for a jump in sales
You’ll generate more sales if you can describe your offering in terms that your customers understand. And here is how you can go about it.
1. Be empathetic and genuinely interested in helping your prospects
Here’s the thing – empathy is one of the most overlooked and yet, most crucial sales skills.
Hence, rather than making references to attributes and functionality, assist your prospect in a genuine, empathetic manner.
This focuses the discussion on the person at the opposite end instead of you.
Rather than being assertive and attempting to push your product on your prospective buyer’s face, use an advisory method to create trust.
By establishing rapport with prospects, people will become more inclined to hear your pitch plus initiate the discussion by asking queries, for instance.
They will be far more responsive to follow-up phone calls or emails. Develop a bond with your potential customer beyond the sale.
Your deal shall be much simpler to close. Some amount of authenticity could serve a great deal in convincing somebody to purchase from you.
2. Have a confident, understanding, and smiling personality
This may seem counterintuitive, but smiling, confidence, and understanding influence how we communicate.
a) Smile and dial
If your business does sales the old-fashioned way, you merely smile whilst dialing, as the name implies. In fact, audiences can define the nature of a smile based solely on sound.
People can distinguish vocal enunciation both between smiles and a stony demeanor. They can even differentiate between specific sorts of smiles.
This can have a significant impact on the right tone and the attitude of the dialogue. So, even as you smile, it may not be visible, but it is audible.
b) Be understanding
Again, make an effort to understand your audience. Prior to each call, presentation, or whitepaper writing, you should carry out research on your prospects to obtain a greater insight into their profiles.
In actuality, however, it is extremely difficult to have a full knowledge of each person. Therefore, try to obtain a comprehensive overview of the difficulties they may be experiencing.
Discover their motivating factors for trying to find a solution using this data, and customize your pitch appropriately.
This makes it simpler for someone to see how your service or product can fix their business issues, increasing the likelihood that they will buy.
c) Exude confidence
The very first step toward being confident throughout a sales pitch is to have thorough knowledge about your product.
You should understand what you’re talking about and stay prepared to answer any doubtful questions your prospects may have.
When you get anxious easily, rehearse your pitch well before the discussion and gather answers to possible questions people would ask. You will then not be caught by surprise and stutter in the middle of the call.
People believe professionals who have clarity on their subject. Clearly show your listeners that you have a thorough understanding of the industry.
3. Refrain from using complex words
Anytime we communicate, we risk falling into a jargon trap. Yes, it’s true that you are familiar with your product and comprehend the technical words used to outline its great features.
However, all of that technical jargon could indeed make things complicated for many people, causing their gaze to glisten in minutes.
Keep the dialect as easy as you can — the average person should be able to understand it.
Rather than repeating an unending set of features, take a more clear and precise approach which includes clarifying how the service or product will support them.
You’ll be successful in convincing your prospects more effectively when you speak about your item in vocabulary that they understand. In principle, explain what it does for them.
4. Ditch that traditional script reading
It is not a question of whether or not to utilize scripts for cold calls or emails. Rather, the manner in which you make use of them ultimately decides the accomplishment of your communication.
When you recite from a script, you’ll come across as a mobile robot and amateurish.
The script’s mission is to assist as a handbook or detailed list to help you recall and communicate the main points during the call.
And besides, cold calling could be a challenging activity, and possessing a script for support can help.
In summary, you should utilize a script as long as you do not behave like you’re doing so. Be as real as possible, as well as utter your personal words.
Adjust rapidly to changes in the flow of the discussion, and personalize each dialogue as per the prospect.
5. Embed specific terms in your pitch
Now, one of the most important elements of your pitch is the usage of the right words and phrases.
Definite words have more weight than most and could indeed influence the result of a discussion.
For instance, questions beginning with “who,” “what,” or “why” are more likely to elicit thoughtful reverts.
Whereas words like “will,” “should,” or “is” should be avoided since they can restrict how individuals engage with you.
Better ask yourself a few questions that begin with each of the different terms. Can you spot the difference?
By structuring your questionnaire to include or begin with 5Ws plus 1H, you coerce the person on the other end to respond via open-ended answers.
Many businesses begin any dialogue about valuation with the term “we offer,” and then continue to enumerate a range of services.
This, however, instantly creates barriers. It forewarns potential buyers that a certain pitch is on the way.
Avoiding the use of words with negative connotations can help you keep people from considering you to be simply a sales rep attempting to sell something.
It thus makes things simpler to make an effort to purchase from you because they won’t have their guard up right from the start of the dialogue.
6. Showcase testimonials and case studies
Here is your opportunity to highlight your company’s accomplishments. Utilize real examples to demonstrate your product’s potential to fix a specific business issue.
Acknowledge a few of those elite clients to increase your credibility. Furthermore, don’t speak about it in a haughty manner. Nobody likes an egotist.
Seeing that a few big names have used your service or product instantaneously makes you appear better to somebody who is unfamiliar with your label.
And besides, should a company buy from your firm in the first place when you do not possess good products?
Don’t neglect to include some success statistical data from corporates across different sectors.
Mentioning reliable brands and discussing the results obtained by your clientele can assist you persuade your potential consumers to purchase from you.
7. Give a product tour via software
You can familiarize your new prospects with your UI, products, and services — and then guide them in taking meaningful steps to bring you closer to your aha moment.
This can ultimately result in a product purchase and lead conversion.
A badly constructed product journey, on the other hand, can rapidly demotivate new customers, restricting them from uncovering your company’s fundamental principle and increasing their likelihood of abandoning your item too soon.
Rather than pulling users through each and every function, the idea is to concentrate on your offering’s value and buyer goals.
A great product tour coerces product adoption. And the use of good software fastens the process. However, the market is flooded with a plethora of options when it comes to selecting the perfect product tour software. However, it doesn’t have to be that hard to find the best option for your business; you can use Appcues’ guide on the best product tour software or any other alternative you find on Google (as long as it’s checked and trusted).
8. Mirror your prospect’s persona
The most efficacious salespeople strive to get acquainted with and become approachable for their consumers.
Mirroring is a cold-call methodology you can use to accomplish this. Mirroring is a word used to denote behavior wherein one person adopts the other’s speaking style, body language, expressions, or attitude.
It occurs unknowingly in social environments, and sales representatives can take advantage of it.
Adjust your dialect, voice tone, and talking style to reflect your prospects. This creates rapport and improves your odds of being approved by the individual you’re speaking with.
For instance, if the prospect frequently discusses life anecdotes, react with life observations from your own. People will believe you to be more approachable this way.
Keep a lookout for how the person talks and the phrases s/he uses. Then, mimic how they speak. This will make it much simpler for you to coerce them to purchase.
It is difficult to convince people to purchase from you. Even if you despise it, it is essential for business development.
Nevertheless, we believe that these suggestions instill confidence plus a feeling of self-assurance in you, allowing you to improve your sales figures.