There are many techniques to know how to win leads. However, if you’re in the sales profession, you know it’s a lot easier to lose a deal than it is to sign a deal. So, why would we tell you how to lose deals rather than how to win leads? Because – if you know what not to do, you won’t do it. Simple.
There are several steps you must take to ensure the buyer signs on the dotted line and gives you their business… and more importantly, their trust.
Do you and your team know how to apply the Emotional Contract techniques?
There are small subtleties that can make or break the deal, before you even get to a discovery call or a demo. Don’t let these deal breakers be the reason you lose a strong business opportunity. Knowing how to win leads is crucial. But what about how to lose a lead?
1. NO CUSTOMER RESEARCH
You know nothing about your client or customer. Similarly, you have done absolutely no research on your prospect. If you don’t know anything about them or their company how can you possibly be on the same page as them and help them?
2. YOU’RE NOT TALKING TO THE DECISION MAKER
If you are not talking with the right person then you are also not connecting with the right person. One way to know for sure how to win leads, is to identify the stakeholders and understand their needs. Make sure you are directing your efforts towards the decision maker.
3. YOU ARE NOT ASKING THE RIGHT QUESTIONS
You need to convince your prospect you and your company are the ANSWER to their problems. But how are you to know what their pain is if you don’t know how to ask the right questions? Ask your customer about their challenges, where they are struggling, and what their goals are. By understanding these points you will be able to tailor your approach to their needs.
4. YOU DON’T KNOW YOUR OWN COMPANY’S VALUE PROPOSITION
One of the strongest ways to know how to win a lead is to sell your benefits, not features. But how are you to know how your customer will benefit from your product or service if you do not know the value of your own organisation and what they represent. Whether your prospect is already using a competitor’s solution or is considering you as a first-time vendor, you need to make them understand why your company is better. different, and best primed to help them. Does your product do more and cost less? Is it industry-specific? Does your team have a unified why statement?
5. IT’S ALL ABOUT YOU
Before you can even sell your product or service, you need to understand the problem that the prospect is facing. You might be the greatest company in the industry and can rattle off why you’re so great, but if you are not talking about the customer and their pain points it won’t matter.
Yes, talk about what value you can bring them and why you are their best if not only solution – but then stop. Stop and listen. Listen to your prospect talk about themselves. Give them all the attention they deserve and be respectful at all times. And when you do talk, discuss the points they raised (where you listening?) ask them questions and let them answer. This will help direct the conversation.
Ultimately, you might falsely believe that by talking “at” the prospect is a great approach to avoid any awkward silence. It is not. Be comfortable with the silence – is your team equipped with the Power of the Pause tools?
6. OBJECTIONS MAKE YOU SAD
You’re in objection game, expect them, get used to them, and – USE them. You must have the tools to know how to handle difficult customers, as they will undoubtedly cross your path. Be able to overcome concerns and more importantly anticipate them so you readily put those concerns to rest, and gain commitment. Once you can handle objections it is only then you can use them to your advantage. Do you know how to turn a challenge into an opportunity?
7. YOU ARE ONLY USING EMAIL TO COMMUNICATE.
Email may be a great medium to introduce your company and solutions to a potential customer, but it should not be your selling strategy. Too much can be lost in translation. You also are not able to effectively capture tone or emotion. A phone call is the best way to have open dialogue and really work through a sale. Better still, F2F meetings (even if it’s virtual) will open you up to the amazing new world of non-verbal communication tells. Can your team read their customers?
8. TALKING ABOUT PRICE IS SCARY
Price may not always be the main objection a customer has, but it will certainly come up in the conversation. Not everyone can talk price, to know how to win a lead, you must have the courage to think like a leader, and have all styles of conversations. Ultimately, you need to make sure you are able to talk about prices for all products and services. Someone may always be willing to do something cheaper, but doesn’t mean it will be effective. Show them the value. Do your salespeople know how to focus on the value of the solution to be able to defend price?
9. YOU ONLY HAVE ONE TOOL IN YOUR KIT
In sales you need to be adaptable. One selling approach does not fit all. If you are talking to someone more analytical in nature, give them data. If you are talking to someone who is direct, match the approach without long-winded answers. Know your customer’s behaviour style and you will know how to best sell to them. Do you know how to read and adapt to your clients?
Don’t let these selling setbacks be the reason you lose a deal. Our HOW TO WIN LEADS WORKSHOPS are now running for group sessions in person and online. We can help you and your team overcome these common sales hurdles, and ultimately see profitable results instantly – wouldn’t it be great to outperform your competition and win more deals? Call Healthy Business Builder 1300 833 574 or email email@example.com for a confidential conversation.