The interaction between potential customers and salespeople is a critical part of your company’s success. What takes place between these two groups can make or break a deal. Contrary to popular belief, the gift of gab isn’t what sells products or services. In fact, sales reps who possess the right skill set trumps fast talk every time. Communication training for sales teams can provide your staff with the tips they need for turning prospects into die-hard customers.
Mirror the Prospect
In general, people like individuals who share their views, interest or personality traits. Sales staff can use this to their advantage when it comes to establishing rapport with potential clients. There’s a practice called mirroring that can help them do this. It involves mimicking certain behaviors of the prospect such as word choice and voice tone. It may also involve parroting their body language. This is effective in establishing likability and meeting the prospects where they are. For instance, if an individual is smiling and upbeat, it’s a good idea for the rep to do the same. If the individual is serious and reserved, the rep is encouraged to take on the same demeanor. The prospect sets the tone of the conversation, and the sales representative should follow suit.
Know the Product
Your team needs to know the ins and outs of the company’s products or services. In addition, an in-depth understanding of the industry being served and the prospect’s needs are equally important. These factors establish trust with prospects. Many potential buyers like sales representatives who are subject matter experts. It’s also recommended that salespeople speak specifics when sharing anecdotes or examples illustrating how the product or service can benefit potential clients.
You have an outstanding product or service. Your sales staff is eager to tout all the bells and whistles. They’re prepared to give a rundown on why your company’s widget is better than the competition. Most importantly, they’re focused on closing the deal and hitting their sales quota. All of this is fine, but reps must understand the importance of listening more and talking less. Specifically, using active listening skills places them in a better position of closing more deals. Through this process, the reps can gather valuable information. It also helps them ask relevant questions and keeps the conversation client-focused. This shows potential buyers that the reps have their best interest at hand.
These are the type of skills developed with communication training for sales team. It can position your company for optimal success.