Stay looped in about sales tips, tech, and enablement that help sellers convert more and become top performers.
When you hop on a call with a prospect, it's likely not their first time being sold to. You can follow up and circle back on the low-hanging fruit before you take it offline to close the loop all day, but it probably doesn't mean much.
So when you're trying to really connect and build rapport, it's best to leave the cliches outside the Zoom meeting and speak from a genuine place. Here are the biggest cliche offenders, so you can build relationships the right way.
We understand why it feels like this phrase is the ultimate rapport builder. In reality, it likely does the opposite.
If you outwardly qualify your next statement as "being honest ", it implies that you've been lying or will lie the rest of the meeting. This completely undermines the relationship with the lead and makes them hyperaware they're being sold to.
Instead, go with something a little more natural and interactive in the conversation. "Great question," or "I'm glad you asked," are both better replacements and ways to dive into your next point. It shows you're actively listening and gives more of an air of honesty than "let me be honest" ever will.
What was once thought of as a power move has quickly been reduced to a weird game of cat and mouse. In the sales industry today, prospects are so sales-averse that any hint of "playing hard to get" is going to kill the deal before it even gets to the next call.
We get it. You're trying not to seem desperate. But this counteracts your strategy a little too much. The solution? Dig deep into the discovery, and show the prospect that you're genuinely interested in learning about their business and pains. It's going to look way better for you and your pipeline.
On the flipside of playing "too hard to get" is being too eager and stinking of desperation.
Because... Are you really checking in? Or is it a cheap way to keep engagement up?
Instead of pinging your prospect over and over to "stay on top of the inbox" engage with the prospect in a way that adds value. Send them an article they might find handy, or ask them a question so they can feel productive in their answer. "I thought you might want," and "How familiar are you with," are going to be more enticing to anyone than relentless pings about nothing.
We understand that it's easy to use common phrases and jokes to make the most out of your pitch. It makes the calls more comfortable and makes you feel like you're on your A-game. And you can still do that!
But we recommend reworking your pitch to lose the cliches. Do a little brainstorming and get some fresh go-to sayings. Or, practice a more organic approach with each client. It might be a little scary, but it's the best way to close the loop and hit the ground running.
If you haven't already, give us a follow on LinkedIn so you stay up to date on company news, feature releases, and sales memes!
Thanks for reading! If you like this newsletter and want to offer a little support, you can:
