0Wow, Q4 is already here, you can even start putting up the Christmas lights. Or maybe just Halloween and Thanksgiving lights.
It’s high time for direct sales and we bring you some advice on body language that you should pay attention to, as well as how to be a good host to your prospects.
There are some tips on what kind of emails to send and a research showing how America reads its work messages.
Direct Sales Advice
SalesLoft blog advises you on how to make a good first impression in sales. Not paying attention to how you talk, carry and dress can have a really negative impact on your success in sales because the prospect starts wondering whether or not your company is suitable for their business. Which makes sense, especially in B2B sales, where large amounts of money are at play and people can’t risk to do business with someone who doesn’t leave a good impression.
For example, using „crutch words“ such as „like, um, basically“ which is more suited for a teenage girl, will make you seem less confident and maybe even immature. In order to improve your speech, try some call coaching lessons and pay attention to your vocabulary.
Same goes for your business attire. Don’t get too comfortable even if you’re not having a meeting with a client and make sure to always look presentable. You never know when a video call may happen and wearing empowering clothes will give you more confidence in your sales efforts. Yes, people are that shallow.
Lastly, unless you are one of the sales geniuses out there, you can’t afford to start a meeting with a prospect unprepared. Check your facts before you dial that number and make sure you have an answer to every prospect’s question.
HubSpot believes non-verbal communication in sales is more significant than the verbal one. Not only is your own body language as a salesperson important, but prospect’s body language should tell you a lot as well. For example, you should maintain eye contact 70% of the time and try to ease nervousness of the prospect which can show through moving away or frequent face touching. Positive signs are smiling and nodding, while negative ones usually include raised eyebrows or wincing. You can practice your body language by role-playing and recording your behavior with your smartphone.
There are several types of meetings with your prospects according to HubSpot – dinner, live event and office visit. Don’t put things like restaurant atmosphere or food in the focus of your meeting, but also don’t let the encounter be all about business. Put your prospect’s needs first, but make them feel at ease. When it comes to live events, make sure you are one of the first to reach out to them, either through social media or email, and arrange a meeting. However, don’t expect to close right then and there, but rather use the event as an opportunity to present yourself and your services and maybe schedule a call in the near future. When your prospect is visiting your office, try to be a good host by making their visit memorable. Serve them fresh pastry and coffee, give them a tour around the office and introduce them to people who will be/are working on their account.
When and what kind of emails should you send?
MarketingProfs published a study showing when, where and how often people check their messages. Turns out 44% of Americans check their work-related messages every few hours outside their working hours. More than half of Americans over 18 check their messages while watching TV or while in bed. About 69% check their work email on desktop, while 59% check their personal email on a smartphone. Up to 46% of working Americans read all of their work-related email messages and only 14% read all of their personal messages.
ContactMonkey states that one of the worst advice about sending email is embedding a bunch of images and videos in it. Even though stats show that there is 200-300 % increase in CTR in emails with videos, you have to avoid spam filters aimed at large files and make sure your image takes only about 25% of your message. May seem like a common knowledge, but some people still put multiple addresses in „To:“ field of an email. Not only are you violating everyone’s privacy, but you are making someone reading that email on their phone scroll indefinitely.
Have you ever done the negative reverse selling?
According to HubSpot, Negative Reverse Selling is a methodology developed by Sandler sales and should be used in situations where your prospect just won’t say no, but leaves you wondering instead. However, you should be careful when using the Negative Reverse method in order not to come out as rude or angry. Simply be positive about it and get them to confess they don’t need your product or service now, but that you can stay in touch and schedule a call for some better time.
Landing a job in sales
SalesHacker just published the third installment of their 3 part blog post on finding a job in sales. SH strongly advises you work on your LinkedIn profile, find someone that can recommend you and show you’re passionate about the job. However, don’t be impatient and take every lack of reply or negative reply personally. You may never know when that same person will search for you to hire.
SalesHandy gives you a list of 15 valuable tools for finding emails. They all have free plans with a minimum of 50 search credits and work as a Chrome Extension or a web app.
Yesware advises you on how to craft a sales pitch. Firstly, don’t take Me vs. You approach because you and your prospect are both supposed to win with that deal. Secondly, make sure you research the company and follow your prospect’s body language and concerns. And finally, ensure you have the right contacts, organize your pitch flow logically and keep track of time.
Last, but not the least HubSpot gives you 25 quotes on productivity to warm you up for the sales week ahead. Our favorite? “Lost time is never found again.” – Benjamin Franklin
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