Sales Processes & Methodologies
According to Benjamin
Head of Account Development
Ignition Program
Which soft skills are essential to gain your prospect’s trust?
What should be included in the lead database?
How can you be effective in taking your needs?
What tricks should be used during the negotiation?
Which soft skills are essential to gain your prospect’s trust?
How do you like to be addressed? Address your prospects in the same way during your first contact, in a:
- direct, to the point
- clear and contextualised
- precise and well argued
- concise
- polite
- warm and respectful
- dynamic
- with humour
If you succeed in doing this, you will have the maximum chance of generating trust and making the other person want to follow you.
Mail or call, what to choose?
The choice between these two means of contacting your prospect must be made according to your resources, your time and your objectives.
Although cold calling is a proven effective technique, it requires some practice, is difficult to get into and requires finding the phone numbers of your prospects (a time-consuming task). However, this method is impersonal, and is therefore generally ignored by your prospects. It is indeed more difficult to differentiate yourself from other companies by email, especially when your target receives hundreds of emails per day.
How can you be effective in taking your needs?
There is only one thing to do: re-characterise:
- ask questions that require a long answer from your interlocutor
- understand exactly what the prospect needs
- reformulate and not assume
Your objective is to personalise the demonstration.
How can you be effective in meeting your needs?
Benjamin shares with you some of his tips for successful negotiations:
- Answer objections with questions
- Pause before each answer
- Create a link through mimicry
- Limit your use of jargon
- Save 5 minutes for the closing phas
- Ask questions, but above all listen to the answers! Let the other person speak.
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