29 Jul Rhythm of Sales
Is there a rhythm to conversations? Is there a pattern to the dialogue of a discussion? Does the tone of speech and inflection affect the way message is delivered to the recipient?
Perhaps there is a rhythm of sales as well. The sound of confident sales person speaking, using relevant industry jargon and expressing one’s voice with enthusiasm is of great comfort to a prospective purchaser. In a way, a relationship is being built through a sales call.
A potential customer will be more likely to complete a purchase, if the sales person has good manners and cheerful countenance. The ability to make small talk and to speak in terms that are relevant to the prospective customer’s interests will prove valuable in securing a sale. Every salesman has a set process for his sales pitch and every transaction has momentum of combined perspectives.
It is important that the sales pitch be concise yet informative. The sales person should speak in an upbeat manner and definitely be smiling. Even if the consumer cannot see through the phone; a smiling representative will project a joyful presence, which gets transmitted through vibrations through the line. Sitting up straight, maintaining good posture and taking notes on the customers comments are useful strategies for ensuring high sales levels.
There is a rhythm to a sale. Like any interaction, both parties should find the discussion interesting and informative, but not boring. A concerted effort must be made by the negotiator or sales agent for each party to the transaction to ensure that the sales process is concise and focused on the deal. There must be no room for personal matters or opinions on any matter not related to the deal at hand to surface. Otherwise the sale could easily be lost and not recoverable.
People are by nature interested having conversations about whatever is on their mind at the time. A sales meeting or purchase process is not the correct venue for personal discussions or for the airing of opinions or views on global matters or personal issues.
Therefore, a star sales representative should keep sentences short and to the point and maintain a constant rhythm to their pattern of speech. The sales professional will redirect any discussion that is off the point of the deal and refocus attention on what is most important. This will ensure a lower call to sale ratio, with more leads maximized to the fullest potential.