For an interaction with a customer to be productive, three things must happen:
- Customers must understand what you’re saying.
- Customers must see the value in what you’re offering to them.
- Customers must trust you—the person in the room speaking directly to them.
Let's dig deeper into why these elements characterize a successful sales conversation.
Without clarity, there can be no forward progress.Customers need to first “get” what you’re saying. When salespeople use “understanding” as their first measure of progress, as opposed to agreement or buy-in, we’ve found that they’re better able to communicate with clarity and precision and move the sales process forward.
Value must be two-dimensional—personal and professional.Once a customer understands what you’re saying, the next step is to articulate the business and personal value of your offer.
In other words, how can your products and services help your customers solve their business challenges, and also help resolve their personal concerns or enhance their positions or careers?
Credibility and relevance beget trust.During the sales cycle, every person you interact with is a potential blocker, influencer or decision-maker. And, these days, organizations can be incredibly matrixed. Consequently, buying decisions can involve multiple stakeholders from across many different lines of business.
To earn the sum trust of the group, you need to be able to communicate understanding and demonstrate value in ways that are credible and relevant—both personally and professionally—to every stakeholder at the table.
Understanding. Value. Trust. Sounds intuitive, right? Not exactly.Achieving all three requires your sales team to master their moments of truth—and mastery takes practice, just like driving a car. It isn’t enough to watch the drivers’ training video—you've got to get in the car and drive, ideally with an experienced teacher beside you, to help you decipher the road signs and react quickly to unexpected roadblocks.
The simple truth is too few sales teams practice their conversations and communications—what they'll say and how they'll say it—prior to heading out on that sales call or picking up the phone to talk with a customer. This is a mistake.
If you want to outsell the competition...At Mandel, we’ve seen amazing results when companies get serious about ensuring their sales teams are moment of truth ready.
Our experience has shown that salespeople who practiced what they would say or do under pressure were able to increase their sales in one of our studies by as much as 21% more than their colleagues who didn’t prepare and practice with the same rigor. That 21% represented a $3m difference in sales, as compared to the test group that lacked the same preparation.
Prepare as if your success depends upon it—because it does.In most jobs, how well we train and prepare for our high-stakes moments can mean the difference between success and failure.
Consider actors, athletes, and pilots—they don’t just expect that things will work out when the curtain opens or when they walk onto the field or climb into the cockpit. They prepare as if their success depends upon it—because it does!
Now, why treat your sales team any differently?
To discuss your sales challenges and how Mandel can help, call us at 1.831.475.8202 or browse our Think and Speak for Results™ Communication Training Workshops.
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