8种避免听起来像是在推销的销售员的方法

对您的沟通方式进行几个小更改可能会对您的销售业绩产生重大影响。如果您将听起来像是试图推动产品的销售人员的声音最小化，那么产生潜在客户，开始对话和建立关系会更容易。

After all, most prospects are tired of being pestered with calls and emails from relentless reps. Position yourself the right away, and you’ll avoid setting off their “time-wasting salesperson” alarm. The following eight tips will help you leave a good impression.

1）表现自己是商人，顾问或顾问

I’m not saying you should misrepresent yourself at all or manipulate the situation. But there is a difference between acting as a business professional who represents a company and a set of products and a pushy salesperson who’s trying to sell something.

Think of yourself as a subject-matter expert. You have a bird’s eye view of your prospect’s industry, while they’re on the ground. Use your hard-earned knowledge to make recommendations and provide new insights.

2) Spend less time on your company and products

没有什么能像闲逛您的公司和产品那样尖叫“刻板印象销售人员”。bob全站app这是一个常见的电子邮件结构的示例，用于销售人员试图出售某些东西：

Here’s a modified version of that message that suits a consultative selling approach:

That second email might not get your prospect to say“Yes, I need this”- 但无论如何，这是一种罕见的反应。更重要的是，它激发了买家与之交谈的兴趣。一旦赢得了他们的信任，您就可以成功推销产品。

3）专注于前景

Shift the focus of your conversations from your company and products to the prospect and their needs. Not sure how to do that? Ask probing questions. Not only will you encourage your prospect to open up, facilitating a balanced dialogue, you’ll also get to learn more about their situation and gather valuable details.

首先，考虑您的产品可能有助于减少或解决的挑战。对于每个挑战或痛苦点，提出一两个问题，以确定您的前景是否关注该特定的疼痛点。

4) Pre-qualify the prospect

Consultative salespeople try to find prospects who need what they sell. Pushy salespeople try to talk prospects into wanting what they sell. Make sure you’re targeting the right buyers by asking pre-qualifying questions. Good ones stem from the pain points you resolve.

You can also use buyer personas. Periodically review your closed/won deals to make sure your actual customers line up with your ideal ones -- are they from the same industries, work at companies of similar size, sell similar products or services, etc.?

对谁需要您的产品有清晰的了解，可以使您真正销售 - 更不用说，更有效。

5）谈论收益，而不是功能

Include benefits that your product offers in your sales pitch. It is easy to discuss what your product does and the functionality that it provides. But what does that functionality help your prospect do or improve?

Does the product help your prospect work more efficiently, save them time, decrease costs, improve profitability, increase revenue, or decrease stress? Focus on this value.

6）让您的潜在客户参与

试图出售某些东西的销售人员将完成大部分讲话。通过让您的潜在客户交谈并参与电话和会议来避免这种情况。提出良好的开放式问题将有助于您实现这一目标。

7）使用销售外卖（在适当的情况下）

在适应水平或前进的理由上表达怀疑。例如，您可能会在一个开始时说类似的话销售球场：

“We help businesses to increase their revenue from new accounts. But I am not sure if we can help you in that same way.”

当潜在客户似乎对前进的前景无动于衷或围栏时，您也可以使用此策略。说，“也许这不是您现在真正需要的东西。”

任何希望不惜一切代价完成交易的人都不会提供这些界限 - 但是，具有潜在客户最大利益的顾问或顾问会想到。销售外卖将减少守卫并建立信任。

8）让他们决定下一步

If you want to sound less like a salesperson and more like a consultant, give the prospect some autonomy by asking“你接下来想做什么？”or“What direction would you like to go from here?”

您当然可以提供一些建议，但是当您让潜在客户做出决定而不压迫或说服他们时，您似乎是顾问。

这些小改变will enable you to kick off more conversations and relationships with prospects. Good luck.