Active listening is probably the most useful tool at this point. Being able to remember a challenge one of my leads was facing in the past and then asking about this particular aspect on a later call, helped me turning this conversation into a successful sale. Clients really appreciate a personalized and supportive approach.
I fully agree - active listening is crucial for our team in our sales call, as we can then gather enough vital information to help us convert the lead.
How can we help with your IT needs?
What do you currently have in place?
What is your timeline?
What is your projected growth over the next 6 months, year?
ask questions
I normally focus on whats their story and trying to understand how and why they decided to contact us. That help me to understand their buyers journey and what are they looking for. Then if their are a good fit to me I move to the next phase if they dont I still help them to find what is best for achieving their goals and overcome their challenges.
By asking questions on how product and services can improve the situation.
I’ve realise it’s easy to get my prospects talking once they’ve identified that I’ve possibly got a solution to their problem, and I build a rapport from the beginning. They find it easy to talk on their challenges, their goals and their plans, and the conversation continues from there till they finally hire my company’s service. I learn to focus more on the client’s need than my desire to make sales.
I remember one of the conversation which I had with the client where we were discussing about the product and she mentioned some of her interest related to travelling around the world and learning new things . That conversation was out of the box but I used the parrating technique with the client and she was happy that I was listening to all her concerns . One thing I remember from that conversation that " sometimes you need to be a great listner and rest client can make the job for you . If you show some empathy to client that will be very humbleness during the conversation . It will be not applicable for every client but it works most of them .
HEART !
First get to understand the challenges the prospects are facing and then the goals they intend to achieve and how they plan on achieving those goals
Find out what timeline they are working with and what consequences may occur should they not take any action and what positive implications should they take action
Find out how much they intend to spend to overcome the challenge and meet these goals and the people affected buy the decision
Understanding their challenges and listening actively to all their concerns. Knowing about their goal and plans.
Understanding what their goal is.
Truely listen to them and ask relevant questions
yes
listen carefully customer goal and offer them right solution.
Truely listen to them and ask relevant questions
The biggest part of the of the time try to listening and asking relevant questions
Active listening, and always using open ended questions.
Open ended questions!! This is really very valuable.
most important thing is listening to the buyers needs