Last week, I wrote about what successful sales conversations have in common. For any customer conversation to be productive, your customers must understand what you're saying, see the value in what you have to offer, and trust you.
How do you convey value, build trust, and persuade customers to buy?In my experience working with sales organizations, the first 80% of the sales process—marketing, product training and sales enablement efforts—is critical.
But, it's the last 20%—how you communicate in front of the customer—that more often makes or breaks your success.
How confident are you in your sales team's ability to perform when their moments arrive—when they get in front of the customer? Knowing what to say and how to say it takes real skill. And, building the necessary skills demands preparation and practice.
Master six Moment of Truth Readiness™ communication skills needed to sell effectively.By helping your salespeople master the following six Moment of Truth Readiness skills, you can ensure that they're game-time ready and prepared for any interaction—virtual or face-to-face—with today’s buyers.
You need be able to quickly create a customer-centric message that demonstrates you understand a customer's situation and challenges.
You should be able to articulate a concise, memorable story that demonstrates your product's or service's value, and which the customer finds intriguing, relevant, and entertaining.
It's critical that you're able to create and sustain a dialogue, where the customer walks away from the interaction feeling valued, listened to, and cared about.
In order to be perceived as credible and worthy of a buyer's time, you should possess the ability to remain poised, convey passion, and demonstrate expertise in challenging or high-stakes situations.
When presenting, your goal is to deliver a presentation that ultimately leaves the customer in a frame of mind to want to do something different. To want to take the next step with you.
You need to be able to engage customers in a dialogue that makes them want to continue discussing their business challenges with you, because they believe you'll add value and help them to be successful.
Do you really know what happens when your salespeople get in front of the customer? If you're a sales leader, challenge yourself and examine how you’re investing your time and money to ready your sales force.
If the investments you're making in your organization aren’t bearing the ripe, juicy fruit you expect, it’s possible that members of your sales team may not be as prepared for their moments of truth as they could be.
To discuss your sales challenges and how Mandel can help, call us at 1.831.475.8202 or browse our Sales Readiness Training Programs. I also welcome your questions, so feel free to drop me a line at firstname.lastname@example.org.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
What inspires and motivates people to action? Here’s a hint: it’s not a PowerPoint deck filled with data points and analytics. Learning how to share a powerful story can positively influence others and help your ideas become memorable. Perhaps you need to promote a new idea or close that crucial sale. Learn how some of the most successful business ventures today got their start from sharing a powerful story and how you can make your own narrative work for you.
Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success?
Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.
How do you feel about building rapport? Many introverts feel uncomfortable when it comes to rapport-building because they think it means having to make “small talk” with others. If that’s you, fear not. You don't need the gift of gab to build good rapport. And having the gift of gab (or being extroverted) doesn't guarantee success either — especially if you're the one doing most of the talking.
Read the blog to get specific rapport-building tips anyone can use to quickly make a strong connection with others.
Do salespeople and technologists communicate differently? Is one group better at presenting than the other? Can the two ever agree on how to present or what info to share? Corporate Workforce Development expert, high-tech industry veteran, and former Mandel client Suzanne McLarnon shares the secret behind developing both sales and technical professionals into superb communicators.
What’s the secret to wildly productive first-time sales meetings or conversations with executives? Thought-provoking questions. Read the blog to find out why—and how to tell if YOUR questions are thought-provoking enough to make customers want to learn more.
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.
- Throwback: Why Appreciation Matters in Life and at Work
- Tips for Communicating Effectively While Wearing a Mask
- Five Tips From a Virtual Meeting Producer