Typical sales situations are trust-destroying. Sneaky salespeople cold calling senior citizens by night to sell worthless goods, or door-to-door sellers being intrusive and inappropriate.
The ugly side of sales has created prejudice, which prevents legitimate people from talking to strangers. Because of this, we instantly assume that we are being persuaded, tricked or robbed, whether it is of our time or our money. In sales situations, our first instinct often is to remove ourselves from the situation, as we scan our thoughts for reasons to say no.
How do we fight these assumptions?
Prior to working in sales myself, I believed the above. Most of my experiences with salespeople had been unpleasant and annoying. Despite being randomly picked from a list of calls, they were certain I needed their product.
At Stealth, I teach machines to communicate better than human beings. Through this, I’ve learnt the fundamentals of creating valuable conversations.
In order to introduce novel products or services, conversations are imperative. In doing so, we must also realise that not all sales opportunities are equal. The world is full of opportunities, and by identifying the one’s with the greatest potential for us to succeed in, we won’t be left feeling guilty of wasting someone’s time.
How do I talk to the right people at the right time?
Companies (and individuals) have needs that require fulfilment, and those needs are constantly changing. A business needs employees, insurance, electricity, a premise to operate in and so on. However, even the best of prospects aren’t good prospects at any given time. With the help of technological tools which utilize comprehensive real-time data, we can identify the most probable time for these needs to arise.
How do I talk with evidence?
Your counterpart in negotiations will always appreciate that you’ve done your homework. So back your claims with fact-based evidence, and present these with images, live demos or performance metrics. Visuals have a greater recall rate, and when your solution is real, there’s endless possibilities in data to justify your arguments.
While these points may seem obvious to some, to a computer nothing is self-evident. Each thought, idea and opinion must be based on verifiable data to enable machines to replicate them. Subsequently, machines can perform these processes more accurately and more precisely than humans can – and repeat these actions infinitely.