Whenever you go into a sales call, you want to hear your prospect talk about their problems and goals. Ideally, they should do the majority of the talking while you mentally gather follow-up questions that will help allow you walk away from the call with a detailed picture of their scenario. Listening to buyers will give you tons of good information!
Too many sales reps go into a call with a long list of talking points and follow-up questions that they believe will provide them with the information they need to know. And while they may feel like the conversation is geared for their prospect, the buyer may feel differently. By not allowing your buyer to speak, they may feel the advice you’re providing is off-topic and irrelevant.
Instead, start by listening to buyers
Let them talk. Ask questions. Make them the priority. Listening to buyers helps you establish rapport and will benefit you throughout what could potentially be a long-term relationship. An important aspect of nurturing long-term relationships with prospect is establishing trust.
Put yourself into your prospects’ shoes
Imagine you’re minutes away from a call with a sales representative for a marketing agency. You’re a little nervous about the way the conversation will go, but you ultimately know that you’re the customer and your needs are the ones that need to be met.
Upon entering the call, the sales rep begins hitting you with their agenda. They’re talking about strategy, costs, lead generation tactics, automation plans, and so on while you sit there and absorb everything they provide you with.
By the time they give you a chance to talk, they’ve already presented a strategy about your business that you have yet to talk about. If they haven’t taken the time to listen to what you have to say, are you going to consider giving them your investment?