How One Word Can Make a Sales Rep Lose Face with Their Prospects

How One Word Can Make a Sales Rep Lose Face with Their Prospects.jpg

Picking up the phone and calling prospect after prospect can be nerve-wracking. And with quota staring them in the face, salespeople can sometimes let their nerves get the best of them.

But prospects don’t want to buy from someone who sounds jittery and unsure about what they’re selling. Confidence is attractive, and more often than not, it wins deals. No matter how a rep is feeling on the inside, they should always strive to project a self-assured front.

However, reps can sometimes advertise their nervousness to prospects without even knowing it. A classic way reps lose face with prospects is by commenting on their responses. Just one small word can do irreparable damage to the prospect’s opinion of the salesperson.

Here’s an example. Does this sound familiar?

Salesperson: “Who would be the right person for me to talk to about this?”

Prospect:“Well, I think that would be Bob.”

Salesperson:“Great! And why is Bob the right person?”

Can you spot the single word in this exchange that sabotages the salesperson?

Even though it seems harmless, “great” betrays the salesperson’s nerves. By commenting on the prospect’s answer, the rep demonstrates their insecurity and desperation to make a sale. And nothing will turn a prospect off faster than desperation.

So how would a confident salesperson respond? Here’s the revised example:

Salesperson: “Who would be the right person for me to talk to about this?”

Prospect:“Well, I think that would be Bob.”

Salesperson: [Pause] “And why is Bob the right person?”

Self-assured reps don’t comment on their prospects’ answers. They simply accept the information and move the conversation along.

The next time you’re tempted to shout “Great!” “Awesome!” or“Excellent!” after a prospect’s response, stop and observe a moment of silence instead. Remember — pausing is power.

 

Go to our website:   www.ncmalliance.com

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