In life, there is no value to happiness if there isn't sadness to contradict it. We would not appreciate the light if we did not understand the negative impacts of the dark. Just like that, the value of hearing a "Yes" is much more amplified once we have faced the pain of a "No."
This is why it is important to go through a bunch of "No" to truly appreciate a "Yes," but there are also ways to turn that "No" into a "Yes."
The process starts off with a little bit of work before even starting the sales speech; then, the sales speech needs to work around in a manner where the prospect realizes how badly they need your product and service.
And lastly, you need to deliver more than you have promised to create a name for yourself so that you never have to hear a "No" ever again. It is possible to turn a frown upside down only if the right execution strategy is put into place.
Have a look at some tips by going through which you can easily win your prospects heart.
Tips to make your prospect say yes
When approaching a prospect, the first thing you should do before you discuss your product and service is creating the environment.
You need to get the prospects' trust and make sure they are comfortable talking to you. For this you have do little prep work needed before you can even start selling.
Some people do that by creating an environment of mystery, and some people do that by creating a sense of positivity. Mystery works on prospects who are new to the business and still are in a mood to do experiments.
They might want to try our product and service as they are curious how it might affect their current situation. It is something that will not work on your prospects that have been in the industry for long time and want to stay strictly to their business.
Create a sense of positivity
The sense of positivity is another thing that salespeople use to remind the prospect why they are communicating to them in the first place.
This is more of a time when either the prospect reached you or your second meeting with the prospect. You can ask questions like "So why company XYZ?" or "So what reminded you of me?"
If it is a second meeting, then you can summarize the key positive points of your first meeting to refresh their memory with only the good vibes of your last meeting. This unconsciously triggers the prospect's mind to good memories, and people tend to make decisions based on emotions more often than logic.
Know their problems
Asking more from prospects is another tip that will help in sharing what they need and make different prospects say yes. When you tell them what their problem is, it is less realistic; rather, you want to pull the information from the prospect's mouth.
Sometimes the prospect does not even know that they have a problem until you start talking and you get it out of them. You might ask them a question, and the prospect will respond with "No, thank you not interested."
First thing before introducing your product or service, ask them to find out if they even need the product/service. Then ask them questions and try to find the problem.
As soon as your prospect says the problem from their mouth, push more towards it and then come in like superman and solve the issue with a question like "Don't you think it's time you take your business to the next level?" or "Don't you think it's time that your business needs a different CRM that really tailors to your scope of work?"
From there, once they bite the bait, that is your key to introducing your product and service to go with the final kill.
Also, some people do not verbalize their needs, so you need to help them visualize the problem and show them how your product/service is the best solution. Sometimes you will have to repeat the problem a bunch of times until the prospect says it out of their mouth.
Realize the power of popularity
Once you have secured the deal, you cannot stop working on the deal after that. It's good that you have got your "Yes'' but you need to make sure that this "Yes'' brings in more yeses. This is why you need to under-commit and overdeliver.
Make sure you understand the power of popularity. Human beings tend to want what they cannot have or something that others have.
If you create a brand and also have the name of being the best in the game, then you do not even have to chase prospects then prospects will come with their Yes to you.
Do whatever you need to do to, but make sure you are always going above and beyond for your clients, as at the end of the day, it is a small world, and people do talk.
In a Nutshell
Sales and business growth are directly proportional to each other. If the number of sales is more, then you can easily hit the goals and generate revenue. It won't be wrong to conclude that customers have more power to take your business to the next level.
So, you need to be particular while communicating with them because once you give them a reason to say yes to your shared offer, you will surely be in the good books of your management. Want to know more? Let's get in touch.
Editor- Divya Verma