“These actions will go a long way toward helping your customers understand and setting the stages way will help you advance your sales opportunity toward a winning deal.” – DJ Sebastian in today’s Tip 1184
How about you? Do you establish an emotional connection with your customer?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from DJ Sebastian. As a top-producing sales executive for some of the best technology companies, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next generation of B2B sales professionals become elite sellers. Here he is:
DJ Sebastian: Salespeople often focus solely on applying tactics with the intent of closing the deal with their customer. But they often miss an aspect that is important to advancing their sales opportunities. Realize that your customer buys on emotion and then justifies their decision with logic.
So first, you must establish an emotional connection with your customer through all of your communications. Deliver value to them so you become a proactive adviser. Leverage all the tools you have in your Arsenal to build a strong relationship, one that is much more than based merely on a sales transaction. This includes articulating meaningful customer testimonials, demonstrating how your solution will improve your customer’s operation, and even making your sponsors heroes in their organization.
These actions will build your customer’s confidence in you, generate excitement in the potential personal and business-related benefits that are possible, and reduce the customer’s perceived risk in moving forward with you, your organization, and your solution.
Once you build that emotional connection with your customer, you can use calculations to show the numbers that amplify your value proposition to help them envision the financial justification. Then you could walk them through a roadmap with resources required and tasks and milestones that will be achieved along the way.
Finally, you want to summarize the benefits once again to strengthen that emotional connection.
These actions will go a long way toward helping your customers understand and setting the stages way will help you advance your sales opportunity toward a winning deal.
Scott Ingram: Speaking of winning deals. To connect with DJ on LinkedIn and for a transcript of this tip, just click over to DailySales.Tips/1184. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!