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The Center for Sales Strategy Blog

How Sales Teams Can Take Communication with Prospects to the Next Level

How Sales Teams Can Take Communication with Prospects to the Next Level

Whether a sales reps is out in the field answering prospects' questions or within the office conversing about company initiatives, inefficient communication can take a significant toll on your company's success.

When communicating with prospects, quick access to the right information at the right time is essential for selling the product or service.

Having better communication skills will increase your chances of closing the deal. Here are a few simple steps for salespeople to help take their communication with prospects to the next level.


1. Make Sure Your First Impression is Spot-On

Introducing yourself to prospects begins your relationship with them.  

Get their name and ask them how they would like to be addressed. When you hear the information, repeat it back so that they know how important this is for you and that your communication is on point.

If improperly handled, keeping a prospect's interest during an initial conversation can be difficult. Prior to talking business, many sales representatives engage in small talk with prospects. Although some people enjoy diving into it, it may be a challenge, or even a drawback, for others.

A connection or sense of importance between two parties is important. 

Prospects who have a lot of interests and concerns are likely to take longer to make a decision. It's imperative that the sales rep can gain their trust early on in order to convince them that this product is crucial to have in the long run. You should continue to speak with them until they feel comfortable enough to make a purchase if something specific is obvious to alleviate one of their pain points right away.

Seven Seconds to Make a First Impression — Make it Count!

2. Send a Follow-Up Email with Helpful Resources

The outcome of a sales meeting will be much easier if a sales rep can send a follow-up email after the initial meeting. 

They should include some helpful resources in this email to direct prospects to if they have any questions or need further explanation about anything discussed in person.

Further, the follow-up email should contain information about what action steps need to be taken and when. You can make business hours less stressful for prospects by asking them what dates are convenient for them. Additionally, letting them know when you plan to contact them again makes people feel like they're more than just another number on your hit list at the end of the day.

When dealing with another person in business, it's important that they're aware of what they're agreeing to before signing the dotted line. If you want to be successful in business, make sure that your outbound calls are efficient.

A professional tone of voice is necessary for making this happen and convincing prospects about the benefits of whatever product or service they need. Take as much time as necessary to ensure prospects feel confident about their decision, whether that means sending a couple of extra emails or following up with phone calls.

3. Use a CRM to Track Buyer's Journey From Initial Contact Through Conversion

In order to effectively communicate with prospects, you need to track their progress throughout the process.

Using CRM software, sales representatives can track what they do for each customer so that they know if further correspondence is required and how much time has passed before they make another call. Keeping track of each step is essential so that nothing is lost in translation while you follow up with someone.

The better organized your communication with prospects, the better your chances are of making a sale or making new customers.

Sales professionals who follow up efficiently and effectively with prospects will be able to build relationships that will result in increased profits and profitability for their organization.

5 Reasons Why CRM Should Matter to Sales

4. Create a List of Ready-to-Buy Prospects

Sales reps should create a list of prospects who are ready to buy in order to make communication with them more efficient. This can be done by asking if they have any questions or concerns about what's being offered and noting down what they had to say about it.

After creating a list of people who are ready to buy, the next step is to prioritize them according to their urgency. Making sure that prospects with an urgent need are contacted first instead of those with no time pressure to make a purchase decision.

Sales reps can reach out at a time when their prospects are free so that they can have a conversation without interruptions.

Additionally, prioritizing prospects based on urgency is also beneficial because it helps sales reps stay organized and focused on the next steps in the buying process for each individual.

Using this method, the prospect will be able to focus only on people who are ready to buy, ensuring nothing gets lost during the sales process.

5. Offer Incentives

It may be necessary for sales reps to offer incentives such as discounts on future products and services in exchange for sales in order to take communication with prospects to the next level. When consumers make an investment in products or services, they are always trying to get more value from the purchase they make.

By offering incentives, sales representatives can ease possible buyer's remorse and help reassure the buyer after they have made their decision. This will ensure you focus on people who are ready to buy instead of wasting time chasing dead ends, ultimately meaning higher conversion rates overall.

6. Understand What Motivates Prospects

Additionally, sales representatives should know what motivates their prospects so they can communicate with them effectively and offer incentives that will benefit both parties.

With the right approach, sales reps can take communication across all channels to the next level by demonstrating that they are interested in building a long-term relationship rather than just making a quick sale. As a business, this is something that customers value more than anything else, so if you can provide it to your customers, it will make your business easier and more satisfied.

When communicating with prospects across all channels, it is important to know why someone should buy from you and when they should buy from you. If this point is unclear, then nothing gets done resulting in wasted time and resources on both ends.

How Do I Know Where My Prospect is on the Buyer’s Journey?

7. Always Provide Value When Communicating with Prospects

To increase communication with prospects across all channels, sales reps need to provide value to them, whether through content or product/service knowledge. It will give you the opportunity to give your customers more than what they paid for, resulting in better levels of satisfaction.

When you provide value to prospects every time you communicate, you'll show that nothing else matters to you but their needs. As a result, the buying decision making process can be sped up, taking less time and effort from everyone involved, creating an environment where both parties can benefit.

By focusing on building long-term customer relationships, sales representatives can achieve more productivity in less time. 

8. Focus on Understanding Which Communication Method Works Best

Furthermore, sales reps should keep in mind that not every communication method works best for each prospect, which is why they need to learn which one does and use it consistently. By ensuring everyone knows what is expected of them in this area, having accountability checkpoints and relevant metrics, sales teams can take communication across all channels higher.

By understanding their ideal customer more specifically, this will help sales representatives instead of just going off assumptions made from data sets since people are more likely to buy from someone who understands their situation well.

It makes communicating across all channels much easier since knowing their specific situation enables you to close deals faster and more efficiently.

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Topics: sales process prospecting