Step-up Your Style, Step-up Your Sales

Katie Frank
Katie Frank
In Uncategorized
Katie is our summer marketing intern here at Xactly. Originally from the Bay Area, she is going into her senior year at the University of Colorado, Boulder with a double major in English and Film Studies. She plans to receive both of her Bachelor of Arts degrees in May 2015 for Creative Writing and Film.

Whether you’re chatting with a friend over lunch, making a presentation, or taking an important business call, you’re conversing and communicating with others. While you might not be giving them a lot of thought, the words you’re picking send very distinct messages. In the world of sales, words are a powerful source of knowledge and power.

As you know, sales is incredibly complex, and in order to step up your game there are several things you can consider when communicating with a potential customer:

Tone

When you pick up your phone, to “smile and dial,” as some reps  say, it’s very easy to overlook your tone, but it is true that your tone of voice in the first minute of the call sets the mood for the rest of the conversation. Although you are not face to face with the potential buyer, they can quickly pick up on your mood through your tone of voice. In fact, the best time to make a sale is right after you’ve closed a deal. You’re probably wondering why, and the answer is simple, and rather intuitive if you think about it. Right after you close a deal you’re confident and proud and that translates into a tone that’s approachable and knowledgeable- something a new customer will  pick up on. Although your first instinct might be to celebrate with your fellow co-workers, instead, pick up the phone, continue to smile, and go pitch another sale.

Vocabulary & Word Choice

When thinking about vocabulary and word choice when talking to potential clients, the key is this: be natural. It’s wise to sound intelligent when talking about your product, but don’t go outside the realm of your own understanding. Customers can tell if you’re trying too hard to match their terminology, or saying anything to make a sale. Make them feel comfortable by using the words like “we” and “my team” to make them feel like you’re in this partnership together and you’ll always have their back if they become your customer.

Language

Stay in control of the conversation by using language that steers them in the  direction you want. For example, if a customer has a request outside of the ordinary, you could say, “absolutely, let’s add that to our list of open items.” This kind of response makes them feel heard and understood by you while still keeping the conversation flowing. Savvy sales language makes the person on the other end of the line feel as if you have equal playing roles in this potential partnership. Put yourself in the customer’s shoes and think about the way you like to be spoken to when you’re on the other end of a sales call.

By critically thinking about your tone, vocabulary, word choice, and language, you can confidently pick up your phone and make a compelling statement about your product to any prospective customer.


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Step-up Your Style, Step-up Your Sales

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