Make your sale, a conversation… (and Customer Service, a relationship)

Make your sale, a conversation…

(and Customer Service, a relationship)

Usually your bosses will ask you how much you are communicating with your prospects and when was the last time you spoke to them.

Metrics are important and many companies work and rely on them.

My sales success has been based on the “art of conversation” and developing relationships with my customers.

The way you express yourself, your sympathy, energy, and contagious positivity will permeate your sales pitch and greatly increase your credibility with your prospects and their willingness and enthusiasm towards your product or service.

The First Date

Following the adage that goes, "the first impression is the one that counts the most," I prepare for that first meeting with the prospect, as if I were going to close the deal that same day.

All my sympathy, cordiality, professionalism, energy, and empathy accompany me, while I get to know the prospect, I establish a level of trust and communication with him/her and ask the right questions in the right tone, showing sincere concern to know their problems and the challenges that brought them to us.

Of course, I will try to make the most of that first appointment, concluding always on a positive note that inspires confidence and hunger to know more about our company, our services and how our product will undoubtedly solve their problems.?I start from that first date, to show the prospect, a clear path to success.

Follow-up

This is where the dialogue begins, and the art is in keeping it alive and fresh. In the same way that we made our wives fall in love with us, we need to be creative and look for how to cheer, motivate and keep the flame burning in our prospects.?

Thanking for the opportunity to meet, providing new and recent information about your product, sharing a success story, greeting, sharing positive messages, and wishing success in their work week, reviewing the issues discussed in the first meeting and how your product will solve them, are just a few creative ways to keep the conversation flowing.

The frequency and method of communication can vary from case to case and is usually agreed during the first meeting.?Usually in Latin America, once or twice a week, is how often I usually communicate with my prospects.?I don't depend on email but rather, I try to get some form of direct messaging like WhatsApp or LinkedIn, but again, this can vary.

Closing

I do not see closing as a final phase, for me it is a continuous phase: "Closing, always closing".?For those of us who have been in sales for many years and have been successful, we know that we always need to assume and drive sales forward, from day one and continuously.

From the first meeting I make comments and questions assuming the sale will take place:

1.??????????????So, by what date would you like to start with our product?

2.??????????????When you start taking our training sessions, you will see how easy it is!

3.??????????????From what you’re saying, I see that our solution is exactly what you need!

4.??????????????After today's meeting, what would be the next steps to acquire our product?

My role then becomes a "sales facilitator":

1.??????????????Keeping the prospect's focus on that path to success that I presented him/her from the first meeting?

2.??????????????Overcoming any objection or obstacle that arises

3.??????????????Always seeking to simplify and streamline processes

Where the sale ends, customer service begins

If during the sales process we met and became friends, when the sale is completed, we formalize the relationship and a new phase begins.

Now that we are already "living together" as a supplier and a client, it is when we must cultivate that relationship:

1.??????????????Keeping the customer attended and satisfied

2.??????????????Cultivating their loyalty, by showing your unquestionable and unbreakable loyalty to them

3.??????????????Solving their problems promptly and reaching together that path to success that one day you promised them

From what others see and hear around, "word of mouth" comments will emerge that will attract (or not) more prospects.

As for "word-of-mouth" marketing within the business world, it is worth mentioning some statistics:

?1.??????????????When purchasing enterprise software, 46% of small businesses choose based on recommendations from peers and other companies in the industry.

2.??????????????In the United States, word-of-mouth marketing is 48% of the best marketing tools for businesses.

3.??????????????20% of companies plan to use word-of-mouth marketing in their annual marketing strategy.

I hope this article has provided you with interesting information and will inspire and motivate you in the world of sales.?