Approaching in the old way, with scripts and stereotyped interactions, is definitely the wrong choice: “ one size does not fit all ”.
It is therefore of fundamental importance to understand the language with which the prospect expresses himself when approaching the dynamics of his business. This aspect is absolutely not trivial: language is what shapes ideas and concepts.
Consequently, understanding your prospect's communication methods means getting closer to a deeper understanding of his real needs.
From an expressive point of view , moreover, there is no doubt the advantage france phone number library that you will obtain by using a tone of voice closer to that of your interlocutor. Communication will become more fluid and the possibilities of building a sales path will grow exponentially.
icon3 – Become a product and industry expert
You can't get the best without being a top expert : knowledge is once again a decisive element.
We have said how important it is to study the prospect carefully. But this information is of little use if not supported by a deep knowledge of the product .
It is essential that the entire team is perfectly trained on the product or service for sale, so as to be able to bring out the relevant aspects at any time and in any context.
Likewise, an excellent knowledge of the sector in which the product is placed is essential. Being aware of the latest developments in the reference context leads to a better ability to approach the customer and a better understanding of their needs.
Engaging with a prospect as an expert also helps create a sense of trustworthiness and build a relationship based on trust.
For all these reasons, training the sales team is therefore a fundamental element of the process, as well as an investment with a guaranteed return.
