Tips to Avoid Sounding and feeling like a Desperate Salesman

by May 25, 2017B2B Lead Generation, Sales

Tips to Avoid Sounding and feeling like a Desperate Salesman

Ever heard that desperation can be smelled from a mile away? Well, if you thought this was just a saying, you’ll be surprised to know that there’s science attached to it. Yep, scientists say that your body sends signals to anyone that you interact with.  It sends signals about your moods, your sexual orientation and even your genetic makeup. These signals are called pheromones.

What’s even more interesting is that an experiment proved that pheromones can increase or reduce empathy for others. In this experiment, women were asked to watch a sad movie, after which researchers collected their tears and placed the unidentified fluid under men’s noses. Without knowing, the men experienced reduced amounts of sexual arousal and testosterone levels, proving that the negative pheromones can send negative signals to other people.

If people can sense our emotions, then it’s not enough that we don’t sound like desperate salesmen, but that we don’t feel like one too. The good news is that the sales process doesn’t have to be painful or stressful. Here are five tips to become less desperate:

1.  Believe in your product or service

If you truly believe in your product/service and trust its capabilities, it will be easier for you to sell it to someone else. The problem comes when you’re selling something you don’t like or that you don’t find any value in. If that’s you, get a new job quick!

If you’ve gotten a chance to pitch your product/service, half the job is already done. The prospect is interested in what you have on offer, which leaves the rest of the work for explaining the benefits in detail and then laying down the costs gently.

Belief is a powerful emotion as your love for your product naturally shines through when you truly care about it. But to make it show forth even more, try the following:

  • Educate yourself on the features
  • Memorise and understand the top three features and benefits
  • Find out what pushed your previous customers to purchase the product

2.  Learn to deal with objections

The sales game comes with plenty of objections, but it’s helpful if you know what your prospects are thinking when they say certain things. For example, when a prospect says that they don’t have the funds to purchase your product, it doesn’t automatically mean that you should lower your price. It also doesn’t mean that you should walk away either.

In the sales game, this kind of objection means that your prospect is hoping that you will find a good alternative to his situation. Of course, they would love a price cut, but they will question it more if you quickly give them what they want – desperate salesman alert…

What you want to do is have smart responses to objections. In this blog post, we teach you how.

3.  Toss the scripts

We don’t believe in scripts and there’s a reason for that. Clients have become accustomed to the scripted call, and although you may feel more comfortable in having a set template for how you present yourself, it may come off as off-putting to clients who genuinely want to hear your honest opinion.

Toss the script and opt for a genuine conversation instead. Get your prospect talking about their business problems and have a discussion on how your product can solve that problem.

We understand that not everyone has the skill to chat up strangers, but if you’re a salesperson you’ve got to develop this skill.  In his book, “How to Win Friends and Influence People”, Dale Carnegie says that studies conducted in his learning institute found that 85% of one’s success is due to their ability to communicate with other people. Only 15% of success is due to their skills.

John D. Rockefeller said the same thing:

“The ability to deal with people is as purchasable a commodity as sugar or coffee. I will pay more for that ability.”

You’re better off turning a sales pitch into a real conversation. Think of it as if you’re just chatting to a friend who has business issues and needs help.

4.  Ditch the follow-up

Huh? Did you just hear that right?

Yep, we recommend that you ditch the traditional methods of following up with prospects. In this day, your prospects have access to you on social media and email, there’s no need to call them every week.

Here are better ways to follow up without sounding desperate:

  • Send a “thank you” email immediately after a meeting
  • Keep sending “smart” email campaigns with the same products as well as similar items
  • Send interesting blogs and articles

By using the three tactics above, you remain top of mind with your prospects without shoving your products down their throat. It’s following up in a millennial way!

5.  Don’t forget to shut up

When in sales meetings, a lot of salespeople make their point and then keep talking trying to convince the prospect to buy-in. Psychology studies how that this has a negative effect on the outcome.

Over-explaining can make you appear dodgy, pushy and less confident. Once you’ve stated your position, anything you say after that is not helping you. Learn to give your prospect some space to speak.

 

If these tips helped you, let us help you even further. We put your brand in the hands of your audience without sounding like a desperate salesman. Contact us today!