The Power of Persuasion MASTERFUL TACTICS AND COSTLY MISTAKES FOR DEAL CLOSERS
MISTAKES Avoid cliches and problematic phrases. Salespeople toss around common phrases and pitches all the time, both in the office and in movies, commercials, and TV shows. Despite their prevalence, many are counterproductive when used in meetings and can actually undermine trust between a salesperson and their client. One example is introducing a new topic by saying “to be honest” or “to be frank”; these phrases may unintentionally signal that your preceding information was less than genuine. Likewise, saying “trust me” will only make them do the opposite. Speak clearly, and avoid overplayed phrases and cliches to improve your odds of success. No one likes homework. While giving your client a meeting agenda can be a kind and professional gesture, handing them documents equivalent in length and complexity to a college dissertation will only confuse and bore them. If they are interested in additional information, they will ask, or you can steer the conversation in a way that introduces it organically. Closing a deal is more of an art form than a science, but that does not mean we cannot prepare ourselves and act appropriately to maximize our chances of success. We can increase our profits and convert more leads into sales by employing the appropriate methods.
As a sales associate or sales manager, it is a great feeling when a client agrees to a face-to-face meeting to discuss your product or service. While this initial success is exciting, it is not the end of the road. Don’t celebrate prematurely — your real challenge has just begun. Familiarize yourself with these tactics and common mistakes to ensure your meeting goes smoothly and concludes with a positive outcome. TACTICS Establish the client’s goals and priorities. Your client is meeting with you for a reason: They are interested in your services. Rather than diving right into your pitch, try to understand your client’s point of view and desired outcome. Developing a rapport and speaking to them as equals can win their respect and improve your chances of closing.
Respect their time and prepare accordingly.
Start and end your meeting on time. Your client will have planned their time around the meeting, and you should do the same. If you notice you are over your scheduled time, consider cutting your pitch short and ending the meeting on a respectful note. Additionally, start your meeting with strategic engagement and introduce your most important and persuasive points first. Soften contract language. Reviewing a contract, and especially signing one, can be intimidating. Instead of introducing the paperwork as a “contract,” pose it as an “agreement” or simply as “paperwork.” It is less intimidating for a client to sign “paperwork” rather than a “contract,” although they are effectively the same thing.
DiversifyRx.com 5
Made with FlippingBook Ebook Creator