The relationship between a salesperson and a potential buyer is an ever-changing dynamic. However, too many salespeople lose out on sales, slow down deals, and get pushed around because they take a lower position in the relationship. You aren’t there to bend to every whim of the client. You are there to help solve their problems as a collaborator. To achieve this, you need to assume an equal position in your interactions. By doing this, you’re better able to highlight issues, improve objection handling in sales, and set boundaries for yourself. Here are a few tips to help you create an equal relationship between yourself and your potential buyer.
Get Their Attention, Then Their “Yes”
You aren’t always going to start on equal footing with a customer. First, you need to get their attention. Just like every mall kiosk or street vendor you’ve ever walked past, they have to show you why it is worth your time to stop and check out their product. That can be a challenge in itself. After all, you’re running errands or enjoying your free time—you don’t want to stop. But if they catch your attention and make you curious, they gain ground and can start talking to you on an equal level.
Once you have gotten a potential buyer’s attention, whether through cold calling, reaching out on social media, or following up on inbound leads, you need to get them to start saying “yes.” Yes, they are having a specific problem. Yes, they will share more information on their problem’s impact. Yes, they have specific quotas they need to meet. Once they start saying “yes,” you can start building your relationship on equal footing as a problem solver rather than an annoying time-waster.
Position Yourself as an Asset, Not a Servant
The best SaaS and B2B sales training will teach you that you need the right mindset when it comes to the dynamic between you and the customer. You are not their servant, and you aren’t going to let them dictate the terms of the deal. Imagine that you talk to one of these kiosk salespeople about a new pair of shoes they claim could change your life. You only want to talk about price and feel the shoes for yourself. You do all the questioning, and the salesperson lets it happen. They aren’t providing any value, and you can leave without anything holding you back.
Now, imagine instead that the salesperson is the one asking all of the questions. They pinpoint areas in your life that could be improved with these new shoes. They demonstrate their credibility, and after a healthy back and forth conversation, you start seeing them as an asset. You aren’t listening to a pitch—you’re working with a partner to figure out the best course of action. That is what your relationship with prospects should look like.
Set Boundaries and Expectations
Now that you are positioned as an equal, you must set boundaries and expectations for your customer. They have to know that you are there to help them, not to give in to every one of their demands. There must be a good reason when they request pricing options, a free trial, or even more time to complete a deal. For example, if they want a free trial, you can discuss what a successful trial will entail and what measurable criteria your product can meet. Then, the trial is a viable tool you can use in your relationship, not just something to do because the customer asks. As equals, you can show the customer how your product can change their life for the better and get them to a desired future state. The key is to have proper boundaries and expectations.
About A Sales Growth Company
Businesses don’t operate the same way they did decades ago. So why are sales teams still using tactics from the ’50 and ’60s? The world of sales is constantly changing, and you need to evolve with the times to be successful. A Sales Growth Company can help you and your team modernize your approach to selling. They can update your sales methodologies with B2B and SaaS sales training built for the modern world. A Sales Growth Company teaches their innovative Gap Selling method through in-person and virtual sales training. They focus on the most critical aspects of the selling process, from objection handling in sales to ditching product-centric selling. From top to bottom, they can help transform your team.
Learn how to value yourself as a salesperson with training from A Sales Growth Company at https://salesgrowth.com/
Original Source: https://bit.ly/3yVd6GL
