HomeUncategorizedDon’t let ’em see you sweat

Don’t let ’em see you sweat

The noncommittal committal —“We’ll think it over and get back to you” — is a sales rep’s equivalent of the spinning circle of death for Windows users. Something good could happen, but it’s not likely.

Increasing closing rates and not worrying what is behind your prospects’ dodges is a worthy, albeit obvious, goal. Speaking of obvious, sending reps into the field with improved means of identifying your value proposition and fully understanding each prospect’s decision-making process are keys to improving closing rates.

In the not-so-obvious column: don’t let them sense desperation. “Prospects can sense when you’re trying to get them to say yes,” states sales strategist Marc Wayshak. “Your efforts at persuasion can make them feel a great deal of pressure and put them on the defensive. Rather than vying for a yes, try focusing your conversation on determining whether there’s a fit in the first place. If you focus on disqualifying your prospects, they’ll be much more open to what you have to say.”

One way reps can accomplish this is to have confidence in their selling points and be willing to push back against prospects’ unfounded assumptions. “Most buyers don’t even necessarily know what they need, so it’s your job to question their assumptions and lead them to where they really need to go. Don’t be afraid to challenge your prospects when they’re wrong,” Wayshak says. “This approach will help you stand out from the competition, and will increase your value in the eyes of every prospect you meet with.”

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Paul Nolan
Paul Nolanhttps://salesandmarketing.com
Paul Nolan is the editor of Sales & Marketing Management.

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