What are the potential consequences of not personalizing the sales process?
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[744] Tailoring Your Sales Approach
May 08, 2024
What are the potential consequences of not personalizing the sales process and not addressing the specific needs of the client?
Tailoring your sales approach to address how your solution applies specifically to the customer is crucial. Avoid generic pitches and instead focus on articulating how your offering is important and beneficial to the individual.
In this episode, I talk about the art of effective sales conversations. I also discuss the crucial transitions from one segment to the next and the importance of customizing your pitch.
If you're looking to enhance your sales conversations and master the art of personalized selling, be sure to tune in to this episode.
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ButtonJason:
Now the next part is, I want to share with you what it is that I think would help you out based on what you told me, something along that time, that framework, right? And if you want help with that, always email me jasonutterconsultinggroup.com dot I have really good transitions and things like that. That's where most salespeople struggle to effectively move their conversations forward is in those transitions from segment to segment. Me mentioning there's these five parts of the authentic persuasion pathway is good and important, but if you don't know how to move from one to the next effectively, it doesn't matter. It's not going to work. I've seen people try it. It doesn't work unless you know what you're going to say. So email me jasonsulting group.com happy to send that to you. The key is in hope it two things.
Jason:
One is this is where you talk about your solution. This is where you cover what it is that you provide and what it is that you're selling or wanting someone to sign up for. And then two, how it applies to them. Not generic, not standard, not one size fits all. But how does it help them? How will it help them? How is it important to them? How does it achieve that? Why do they want or need what it is that you're selling? And that's the key. If you go about it with the standard route, which is where you give the same sales pitch, you the same explanation, you go through the same demo and you do all the same stuff that you always do. People detect that they can tell when it's not personalized and custom, when you do that demo or that walkthrough or whatever that is, and it's the same and it's not about them and it doesn't even feel customized or you're sharing things, I see this all the time, where salesperson is sharing facts and figures and features and benefits that literally don't apply to that potential customer just because either they're in love with those features and benefits or they're just so much on autopilot they think everyone should care about those features and benefits. When you do that, you make the person feel like you don't care about them as an individual.
Jason:
And they might see it as maybe you're just on autopilot or might see it as you just see them as a marker, a target, somebody you want to close and their walls are going to stay up. Got to make it about them. Now, what's interesting, we talked about, if we talk about the features and benefits. One of the things I know is that sometimes there's things that your customers don't know that they don't know, and they don't know that they're going to be excited about. Maybe there's this feature or benefit that your product, your solution, your program, your widget does, and you know that people are excited about it. You know that once people understand that, they go, oh, that's totally cool, that's great, that's valuable. I think that's going to be amazing. I wasn't even expecting that.
Jason:
And that's awesome, right? Like, I want that. The key is you've got to always set that up right? And, you know, there's talking about the features and benefits that apply to them. And then you can say, hey, I know this doesn't apply to what you told me. I know that we talked about what it is that you want, but there's a couple of other features that I want to share with you that some people find are really cool. And I thought maybe you'd like these as well. Right? Just set it up. Meaning, I know this doesn't apply to you based on what you said, I recognize and acknowledge and respect what you want and what you said. And some of these might be cool, you might like these.
Jason:
And some of you might say, nope, I don't care. Right. That's what I find myself as a customer saying to people when they're going on and on about all this stuff that I don't care about or I don't want to know about. It's like, that doesn't matter to me, I'm not gonna use it. I don't get it. I don't care, whatever it is, right? And so you wanna respect that person. You wanna acknowledge what it is that they want, what you're doing for them as a professional. And then if you wanna get them excited about other things, that's great.
Jason:
Just frame it and set it up in such a way where they know why you're telling them these things, not you're telling them because you always tell everybody, and you want everyone to be excited because you want everyone to love your baby as much as you love your baby, versus I know what you want. We've covered those, by the way. These are also really cool, too, just to keep in mind, just FYI.
The follow-up interactions in sales is equally as important when it comes to the support of relationships with the clients and prospects. Understanding the importance of follow-ups is one of the keys to the perpetuation of a strong bond and the emergence of trust. Let’s take a look at the role of follow-up tactics in creating lasting relationships, which in turn will lead to improved selling effectiveness. Acknowledging the Impact of Follow-up Communication Interactions in Sales A critical part of closing more sales is developing the skill of effective follow-ups . Through following up with clients after initial interactions, you prove that you care about addressing the needs of the customers, and you also demonstrate your willingness to go the extra mile in order to provide value. Highlighting the importance of the customer-to-customer interactions could differentiate you from competitors and make you more of an advisor instead of a sales representative. Creation of Rapport and Trust by the Regular Follow-ups Consistency is critically important in terms of earning the confidence of customers. You keep in touch with them by arranging regular check-ins to show that you are not only dedicated to their success, but also ready to make an extra effort to help them out. Customized lines that consider the particularity of every customer is an additional element that can reinforce your connection. Building Lasting Client Relationships through Personalized Communication Personalization is a great way to drive engagement with clients. Through identifying your clients' reasons for buying, obstacles, and objectives, it is easier for you to customize your follow-up messages to be appealing to their situation. Building client relationships through customized communication not only shows that you are there for their success, but also increases the chances of closing deals and creating long-term relationships. Crafting Strong Follow-Up Messages You must adjust all of your conversation to correspond with their objectives. Knowing your client’s ‘WHYs’ and how your product or service meets the needs of the client contributes to coming up with effective client follow-ups. One of the initial steps in providing an effectivefollowup message is by underlining the value and benefits that can be enjoyed by the client. Simply make it clear that your purpose is addressing the pain points or facilitating the achievement of their goals. By simply demonstrating that your business provides solutions that serve their goals, it is understood that you are concerned about their needs and are willing to help them out. Also, very important is the fact that following-up should not only be about the 'what', but it should also be about the 'why' behind the follow up - their why for wanting to move forward (not your why for closing the deal, and not what you assume their why is). Through empathizing and showing them you were actually listening, , they will see that you are concerned with their success first, not just your benefit from closing the deal. While following up, rather than sending generic messages, you should try to make the message personal and reflective of what they shared with you. This can help you to explore in-depth the specific needs of clients and show them that you genuinely value them and are interested in them doing well in the future. Even if it is providing additional resources, handling objections, timely follow-ups convey your intention of developing fruitful relationships. Conclusion It is vital for a business to create follow-up methods that allow a balance between sales and relationship effectiveness. Always remember that the main goal of the follow-ups are not just only closing deals, but also adding value to them. Beyond just being an approach, it inherently signifies a way of thinking that when successfully implemented may result to you becoming unique and standing out from the rest
How can sales professionals effectively address and alleviate customer fears? What are some practical ways salespeople can create a sense of safety for their clients? Sales is no longer about transactions but about interactions. Understand your customer's fears and work to alleviate them, employing the SAFE method—Successful At Fear Elimination. This is an excerpt from one of my training sessions where I talked about some important closes that you should be using in sales. Join me as I explore why truly effective salesmanship looks less like pushing for a sale and more like guiding a client to a safe, confident decision.
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How can salespeople effectively personalize follow-up messages to make them more impactful? What is the difference between manipulation and persuasion in sales? In today's episode, I talk about the vital role of a 'guide' in the hero's journey and how it parallels the world of sales. I also discuss the importance of aligning your follow-up efforts with the customer's 'why,' emphasizing a more impactful connection rather than relying on end-of-quarter manipulations. Learn more about the pitfalls of discounts and incentives that may seem like bribery, setting strong follow-ups, and how you can shift the odds in your favor to close more deals. Stay tuned for valuable tips and if you're looking for more personalized advice. Let's dive into how you can avoid the 'follow-up trap' and truly move the needle in sales.
How does reminding customers of their own 'why' help in pulling them out of their comfort zone and encourage them to embrace change? In this episode, I talk about the art of persuasive communication. I'll share how this strategy applies universally, whether you're pitching to venture capitalists or simply selling a product or service. Understanding your client's 'why' is more than just sales talk—it's about reconnecting them to their goals and showing them that you are the guide in their journey. Stay tuned as I explore these pivotal concepts, equipping you with the know-how to convert prospects into successful sales.
What makes authentic persuasion different from conventional sales tactics? Why is building trust so crucial in the sales process? In this episode, I talk about the importance of embracing authentic persuasion over high-pressure sales tactics, underscoring that building rapport, empathy, trust, and hope with potential customers is key to avoiding the follow-up trap where clients retreat into their comfort zones and become unresponsive. A personalized, client-focused approach in sales can not only increase responsiveness but also foster long-term trust and gratitude, avoiding the common pitfall of customers feeling pressured and ultimately dissatisfied. Use genuine conversations to build a reliable pipeline and turn those silent prospects into engaged, happy customers. Stay tuned!
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