“You can be more likable by providing a buying experience – doing the basics, and doing them well.” – Andy Racic in today’s Tip 196
How do you provide a better buying experience?
Join the conversation below and share your ideas too!
Andy Racic on LinkedIn
Tango Health, Inc.
189: Losing on Price – Andy Racic
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today brings us another tip from Andy Racic, head of sales at Tango Health. This is good stuff, give a listen:
Andy Racic: Provide a better buying experience to get better results.
It’s no secret that people buy from people they like and trust. The thing is though, in a professional selling environment, there’s only so much you can control about how likable you are to each prospect. Chances are, you won’t always have the same hobbies, be from the same hometown, have the same favorite sports team, or have gone to the same school as your prospects.
You can become a more well-rounded person by traveling, trying out new hobbies, keeping up with world events, etc. but that will only take you so far, and those connections you might be able to uncover with your prospects typically won’t be super relevant to the solutions you’re proposing.
You can be more likable by providing a buying experience – doing the basics, and doing them well. When prospects ask questions, make sure you’re actually answering them, not just responding to them. The second they detect that you’re not actually giving direct answers to direct questions, you’ve lost their trust.
Set agendas for meetings with clear and detailed expectations of what’s going to happen, send them out in advance of the meetings and ask your prospects if they want to add or change anything.
If you run a sales process that uses PowerPoint type presentations, customize the presentation for each prospect you speak with – put in a recap slide that covers what you’ve learned about them already. Send the slides to them in advance of the meeting so that, if they really care, they can review them beforehand and then you can actually spend time speaking with them instead of presenting to them.
Set deadlines for yourself and don’t miss them. If your prospect is lagging on their end and missing deadlines that you’ve already agreed on, politely but professionally check in with them and hold them accountable. They’ll respect you for it.
The more work you do to make your prospects buying experience easier, the more they will like and trust you. The more they like and trust you, the more detailed information they will share with you, and the more likely you will be to win deals.
Scott Ingram: To connect with Andy, click over to DailySales.Tips/196 and make sure you’re subscribed and you keep listening to this show so you don’t miss the announcement about the release of Andy’s upcoming book: Your Sales Career Guide.
Thanks for listening, and stop by tomorrow for another great sales tip from Dale Dupree!