WHY THE PROSPECT
GAME CHANGING TIPS
We started making these blog posts for you as a way to have quick tips that you can use in your career right now and become better at sales. So I hope you like this post and if you do, share with that colleague that always gets ghosted by a prospect.
So one of the first things I want to talk about is a very common thing that happens on sales calls. The reason why the client disappears is very simple: they’re just not that into you.
They didn't like you for some reason— maybe it was something you said on the sales call that essentially turned them off. This can happen very often because salespeople love to follow templated scripts that sound very salesy.
This is one of the most common rookie mistakes that happens all the time. In my experience, the best thing you can do when talking to a prospect is to sound like a friend to them— you want to have a real conversation with them.
It has nothing to do with predefined scripts— it’s all about having a normal conversation like you would with any other person. The more real you sound, the less possible it is for them to disappear on you.
At the end of the day, it's all about building rapport. And rapport is something that allows trust to come into the conversation. The main tip when it comes to rapport building and making connections with people is to find something in common with them.
Nobody is going to trust you if they don't have rapport with you or some sort of chemistry. And in order to get to that, you need to be honest and open with the prospect, and build some sort of commonality. Be a concerned friend about their problems.
The more real you can be, the more genuine you're going to come off, and the more people will trust you and open up to you. So just to recap: just be a genuine person that is very friendly and that's concerned about their problems. It's as simple as that.
So the next thing that makes a prospect ghost you is the fact that you seemed disorganized in the sales call. What I mean by that is that you would be talking about one thing, then switch to another thing, and so on. This makes it seem like you don't know what you're doing, like you don't know what to say next.
What that does is it creates a perception in your prospect’s mind that you wouldn’t be able to deliver the product or service that you are selling. Have you ever heard the expression “How you do anything is how you do everything”?
That's why it's so important for you to learn the sales framework, like the one we teach at Elite Closers Club, and follow it very precisely. Because if you seem disorganized on the sales call, you will likely be disorganized in how you deliver it as well.
It's very simple: all you need to do is to understand your client's needs, and then position your offer or service as a solution to what they're struggling with. So you ask a whole bunch of questions to qualify them and get to the root of what their problem is. Then give them advice on how you can fix this particular problem for them.
And if you do that effectively, that framework builds trust and more rapport; which will give them confidence that you can actually deliver what you're promising. The biggest takeaway here is that you want to create a perception in your prospect that they will get what they're paying for.
Hope this helps - Alex