You may not immediately connect with a buyer. This does not imply that you have reached a dead end! Try these two ideas for increasing participation and having a more honest discussion.
Have you ever been in a sales meeting when you asked all the proper questions and listened closely but yet felt there was a gap in the conversation? I certainly have!
In these situations, you must rely on your emotional intelligence to be aware enough to halt your agenda and take a step back.
Some buyer personalities simply despise having off-topic talks and the entire process of creating rapport. They consider it a waste of time. Those are usually the ones with whom you feel the most detached during the sales process.
Others are merely busy and preoccupied throughout your meeting. For these reasons, connecting with your prospect is more difficult than it appears.
The trick to interacting with different sorts of consumers is to pull them back into the conversation in unexpected ways.
If you feel disconnected with the questions, it is sometimes necessary to step away from them.
Remember that people purchase from people they like and trust, therefore it’s critical to engage with consumers in order to establish that trust and connection.
Here are two ideas for increasing involvement and having a more honest conversation.
1. Make positive contrasts
Who doesn’t enjoy being complimented?
It is human nature to prefer good over negative feedback about oneself.
In sales talks, you may take advantage of this fundamental predisposition. Making a comparison between your buyer and someone you admire or respect is something they may not expect to hear from a salesperson.
That deviation from the standard of a conventional sales encounter might strengthen your connection and drive customers to lean in deeper. It also creates familiarity since comparing yourself to someone you know makes them feel as if they know you better.
2. Embrace your shortcomings
“Why would I ever reveal my weaknesses to a prospect or customer?” I hear you say. “Won’t that make me appear inept and incapable?”
I understand! However, admitting minor flaws strengthens your connection with your prospect. Please keep in mind that I stated “minor” faults.
It’s plainly inappropriate to inform your consumer about a time when you messed up with another client and the consequences. However, everyone has little problems in their everyday lives, with peers, with family, and so on. As a result, everyone may connect in some way.
When you are asking inquiries and someone answers that things did not go as planned or that they were frustrated, you may use this to your advantage in your sales talks.
Here’s an illustration: Your buyer admits that they were not as involved as they would have liked in bringing on their present vendor. “I’ve made that mistake many times and trusted others to handle a task that wasn’t done correctly,” you may say.
This usually provides the consumer with a sense of relaxation and friendship. You are not passing judgment on their conduct; rather, you are empathizing with them and engaging them. Using happy emotions to drive more dialogue and connection with your prospect might be beneficial.