Persuasion Tactics for Sales
Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on contract?
Well, maybe that wouldn’t be amazing because then your customers wouldn’t need to be sold to, this you’re here to do. At times, you will have very engaged leads who have done their own research and analysis and are ready to buy. However, you are more likely to have prospects that are weighing their options, and considering your product as a proposed solutions. And it’s your job to convince them your product is their best bet.
This is where persuasion comes in.
Persuasion is a method of communication that aims to influence the attitudes, beliefs, behaviors, and mindsets of others. In the context of sales, persuasion typically takes place when a sales representative is trying to convince a prospect that their product or service is the best solution for their problem.
Let's review persuasion tactics you can implement today to close your next deal.
1. Personalize your message.
If you’re looking to persuade a prospect to consider your product, resist the urge to stick to a generic sales script. When you sound overly-rehearsed, or do not share messages or information that feels relevant to your prospect, your efforts go into one ear and out the other.
That doesn’t mean you would like to totally wing your sales calls that just means you need to be ready to adjust your message depending on what the prospect is interested in.
For example, if you sell accounting software to small businesses, and an inbound lead writes to you letting you know their company has offices in multiple states, and that they’re looking for a one stop solution, you should use this information to prepare for your sales call. As you preparation, you may want to emphasize your software’s ability to calculate tax rates for all states at the single click which is a feature that would speak directly to the concerns of the prospect. This approach would be more valuable than a scripted run-down of other features they may be less interested in.
2. Focus on problem-solving.
Instead of telling the prospect all the explanations why they should buy your product (which can feel pushy and off-putting), focus on sharing all the reasons why your product can help solve their problem. You can keep their concerns front and center and positioning your offer as a solution, By showing the prospect the value of your product without being overly pushy.
For example, if you sell accounting software for new entrepreneurs and your prospect shares they difficulties with how manual data entry and logging their expenses feels, you can mention the automated features of your software and explain how much time on average your customers save. By doing this, you demonstrate that not only you were actively listening to the concerns of your prospect, but you are also providing a viable solution.
3. Provide social proof.
Selling through your past customers is always leverage social proof that can be a powerful persuasion tactic.
While Prospects may take your word as a sales representative with a grain of salt because they know you want to make the sale, they may feel more likely to trust the testimonial or story from a previous customer who was looking for the same solution. When prospect feels unsure if your product is right fit or not, sharing a customer success story can help them to confirm a deal. Client's testimonial is always effective approach.
4. Anticipate objectives.
Imagine : You are ready to close the deal, You have a solid understanding of whom the prospect is and what they’re looking for and your pitch is ready. Then during the meeting, the prospect throws several curve balls, asking you with questions and mentioning objections you weren’t prepared to. But don’t get too down;
To harness the power of persuasion, Let;s make a list of all the possible objectives to offer to a prospect and prepare for your sales conversations by brainstorming your past sales experience, and prepare points to disqualify the objections.
5. Empower prospect decision-making.
You want your customers to buy from you because they truly want to, not because they feel pressed to. And let’s be real no one likes being told what to do, including your prospects so, you will want to avoid being too directive in your approach. As a sales representative, it is your job to provide context and information that makes choosing your product.
As a persuasive seller, make sure you remind the prospect that the purchase is truly their choice throughout the conversation.
6. Build personal connections
As a Human - we are all willing to believe and engage on a deeper level with people we actually like. While buyers can like your product or brand, as a sales representative, you are the main source of human connection representing your company.
By building genuine personal connection with your prospects, you’re putting yourself in a better position to have a persuasive conversation.
Be complimentary - a genuine compliment can go a long way. if you are in the process of selling accounting software to a small business client, complimenting all they’ve done in their business so far for managing their accounts and emphasizing how your product will take them to the next level is a more effective approach than focusing on what they haven’t yet done or implemented.
Find common ground - as you are building a personal connection with your prospects, check what are common things between you guys like books, sports or anything that can relate with one another. This is a good way to build trust and persuade them to buy your product.
7. Don’t rush the process.
Last but not least, don’t rush your prospect through the sales process. As you have your sales targets to hit on a regular basis. However, effective persuasion should feel natural for the prospect. They shouldn’t feel pressured or rushed to by the product. On other hand that doesn’t mean you wait for long time to complete your sales - in fact, creating a slight sense of urgency (such as offering a special price for a limited time) can be more effective tactic.
The important thing to remember is you want to remain on the same page with your prospect. Be sure where you are in the sales process aligns with where your prospect is on the buyer’s journey. If as you’re going through the sales process you’re under the impression your prospect is ready to close when in reality they’re still in the consideration stage, your tactics will be less persuasive because the prospect will feel sold to. Take your time.
Implementing these all 7 persuasion tactics can help you feel more comfortable and confident into sales conversations with potential customers. Let’s prepare for your next sales call.