As a sales professional, you’re undoubtedly well aware that you’re just as much a sales tool as the service or product you’ve chosen to market. When speaking with an audience or following up on a new lead, you serve as the product’s face and voice, creating an unconscious impression on your buyer that will eventually influence their reaction to your presentation.
That is all well and well, but what happens when the wells dry up? It occurs — individuals get burned out, worn out, and just exhausted. It occurs to the best of us, and though it is difficult, it is far from insurmountable.
Whether you’re suffering and searching for new tactics to add to your sales expert arsenal, or you’re trying to tap into some untapped potential you didn’t even realize you had, continue reading to learn about four underappreciated abilities you may use to get new customers.
- Have You Been Paying Attention?
The most important talent in today’s society is the ability to listen, which so many sales people lack. It makes no difference who you are, where you are, or what you are doing: clients are tired of salesmen who are always attempting to sell them their viewpoints, solutions, or points of view.
Certain sales professionals have theoretically acquired this talent, but have not perfected it; they listen because it is the appropriate thing to do, but they already have a response drafted in their head long before the client has done speaking. When a consumer feels really heard, they will purchase not just your solution, but also a partner in whom they can place their faith. That faith? Invaluable.
Everyone desires to be heard and seen, and by providing that to your consumer, you are not only generating a lead, but also establishing a relationship. That little instant of human connection has the potential to signify everything and may last far beyond the first meeting.
- Develop Empathy
Stepping into another person’s shoes is an act of humility and service, two virtues that are admirable in principle but may be difficult to practice. While it is important to be proud of your profession and the work you do each day, do not allow your pride cloud your ability to see the customer’s perspective — after all, that is what counts most!
Consider your customer’s point of view while addressing each lead. What are their aspirations and aspirations? What is a significant victory for them, and how can you ensure that it occurs? What service gaps or market inefficiencies can you assist them in filling or resolving? If you are unsure about the answers, just ask!
After all, you’re in this company to collaborate with clients to meet their requirements. To do so successfully, consider how they must feel on the opposite side of their difficulty. Your approach will shift, and consumers will notice and benefit.
- A Certain Amount of Curiosity Is Required
While curiosity killed the cat, it will not kill the sales transaction. Indeed, your inherent curiosity – or what your mother may have referred to as nosiness – might be the difference between a large commission and a zero-sum bottom line.
Curiosity is inextricably linked to both listening and empathy; combine the three and you’re brilliant. Curiosity is all about probing the proper questions in order to ascertain your customer’s requirements. Prompt them to consider their current situation, their desired destination, and what you can do to assist them in getting there. Not only will you obtain a better grasp of your client’s requirements, but you will also demonstrate to them that you are willing, competent, and capable of assisting – and that you care enough to do so.
- Ability to Make Others Laugh
If you like making jokes or just have a manner that makes people want to spend time with you at parties, put that enthusiasm into each client interaction. While people will grin when they are happy and at ease, a possible customer will often throw up barriers to avoid seeming excessively eager or naive. The ability to partially penetrate such barriers will go a long way.
This may be accomplished in a variety of ways, depending on your personality and style. If you misplace a pen or mistakenly silence yourself during a video chat, a tiny joke at your expense may significantly lift your spirits. If you see a client’s desk, wall, or phone is covered with a snapshot of their children or family, inquire about the picture and listen to their response. This technique enables you to personalize your relationship with the consumer, ensuring they will be more receptive and receptive to what you have to say.
If you recognize yourself in any of these four underappreciated capabilities or have discovered a talent you were unaware you have, now is the time to implement these action items and increase your commission as a consequence. By addressing consumers with empathy, curiosity, and the capacity to make them smile, you can assure pleasant experiences that keep consumers pleased and returning for more – which equals more success for you!