THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
Set the tone
An analysis of 1 million calls yielded some surprising conclusions!
It turns out to be incorrect. Top
Have you ever heard of the term “mirroring”? It’s a typical sales approach in which salespeople subtly mimic their prospect’s speech pattern. They believe that if they mimic the prospect’s tone, talking pace, or specific words, they would appear more familiar and trustworthy. It turns out to be incorrect. Top salespeople take the opposite strategy to achieve results. They make the prospects mirror them. Here are a few examples of how this happens:
salespeople take the opposite strategy to achieve results.
Talking speed
Prospects of top sales professionals adjust their talking speed by 13% on average during the first three minutes of a conversation. Meanwhile, the average sales agents adjust their talking pace by 7% in an attempt to match their prospects, who usually don’t change their talking speed at all.
Star Reps
Prospects
200
175
150
125
100
5
10
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25
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35
Call duration
Statistics provided by Gong.io
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