Many customers cannot get over the stereotype of salespeople as inappropriately aggressive or overly self-confident. So before the conversation even begins, they “defend” themselves by shutting down emotionally and resisting any attempts to share the information we need to help them. This is one of the major obstacles we talk about in our inside sales training program.
Here are 3 tips to put the customer at ease. Your objective? Overcome their resistance so you can learn how to best serve them and grow your sales.
- Give them a choice.Rather than bully them into joining the sales process, increase their receptivity by asking permission to explore ways you can help them be more successful in a way that makes sense for them.
- Get them to talk about their situation.Display genuine interest in learning more about their needs, challenges and goals. This is the way to earn their trust and show that you care.
- Listen truly and completely.Be fully in the present as they share their story. Only then can you begin to help find a solution or make a recommendation that truly works for them.
For more information about inside sales training best practices, please visit: http://www.lsaglobal.com/inside-sales-training-coaching/
