Avoid These Negative Sales Habits to Turn Bad Reviews Into Good Ones
Reviews carry weight because buying is an inherently emotional process, especially in the absence of perfect data. According to a report from Heinz Marketing and G2 Crowd, 90% of B2B buyers are more likely to buy something after reading a positive review of it. This creates an incentive for businesses to ensure every review of their company is as good as possible, a responsibility that falls heavily on sales teams.
Because a sales team is the tip of the spear, a stellar sales team can be the key to getting more positive reviews and limiting negative ones. Be familiar with and avoid bad sales habits to turn poor reviews into raves:
1️⃣ Don’t go in blindly. Before making your first contact with leads, learn about them: their market, their business, and their interests and needs. Be able to anticipate questions and acknowledge concerns. Preparation shows respect, which is a prerequisite for trust.
2️⃣ Get personal. The first and most important question all buyers have is “Why is your solution relevant to me?” Buyers need to know early on that what you are selling meets their needs, delivers solutions, and is better than what the competition has to offer. Customers want to feel like you’re speaking to them, not just an anonymous prospect at the other end of a sale.
3️⃣ Opt for a little less talk, a little more listening. If you go into a sales call relying solely on a script, your prospects will see right through you. It doesn’t give the prospect a chance to communicate his or her own wants and needs.Engaging in organic conversation is a surefire way to make people feel less like opportunities and more like human beings who matter.
4️⃣ Don’t make a match if it’s not made in heaven. No one likes a pushy salesperson, especially when he or she is peddling a product that’s a poor fit to begin with. Not every lead is going to be a viable customer. It’s the responsibility of sales teams to make this determination early and let things go if they aren’t right. ...
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