Tips For Connecting With Your Sales Prospects

Written by: Russ Sharer
Tips For Connecting With Your Sales Prospects

Salespeople are always on the lookout for novel approaches that will help them connect with their prospects and complete more transactions. This blog article will provide you with five helpful hints that will assist you in developing stronger connections and expanding your sales funnel. In addition to this, we will provide a few case studies that highlight how the use of these strategies has assisted other sales professionals in achieving success. If you’re just getting started in sales or are searching for methods to enhance your approach, continue reading for some useful ideas!

Why You Should Get in Touch With Potential Customers

Establishing a connection with your potential customer is the first step in closing a deal successfully. If you are able to make a connection with the other party, you will have a greater chance of successfully closing the sale. However, what exactly does it mean to connect with another person? And what are the most efficient ways to achieve said connection?

To put it another way, connecting with someone entails various moving parts that all come together at the same time. As a salesman, you have an obligation to make every effort to establish a connection with your customers.

The following list contains the top reasons that establishing a relationship with a prospect is crucial:

1. It builds a trusting relationship.

Building a relationship of trust with your potential customers should be your first priority when it building a connection with them. When you first meet someone, they have no prior knowledge of who you are or how you complete a deal. More often than not, prospective clients will be wary about a conversation with a salesperson and will immediately come off as guarded. 

By making an effort to learn about the prospect and their needs, you are laying the groundwork for trust in the relationship. While it may not seem important, this can help close the deal in the long run. 

2. It shows them that you care.

If you make an attempt to connect with another person, it demonstrates that you care about them as a person and not simply as a prospective customer for your business.

People are able to detect when you are simply interested in them for the fact that you might be able to close them as a deal, therefore being able to differentiate between the two is essential. If you want to create connections that can last a long time, you need to demonstrate that you care about the person and not just the transaction at play.

3. It makes you more relatable.

Let’s face it: it’s always easier to conduct business with someone who you feel that you’re on the same playing field as. If you are able to form a connection with your potential customer, it can be significantly easier to schedule calls, have discussions, and eventually close the deal. This is often because they actually look forward to doing business with you and find it enjoyable to collaborate with you. In the end, these are the types of relationships that lead to long-term success and, often times, referrals.

4. It separates you from the other businesses in your industry.

In today’s highly competitive market, setting oneself apart from the other businesses in your industry is more vital than it has ever been. You will be ahead of the competition if you are able to discover a method to engage with your potential customers on a personal level.

5. It gives you the chance to have an understanding of their requirements.

When you have more information on your potential customer, you will be better prepared to market your product or service to them. When you put in the effort to connect with someone, you’re also putting in the effort to learn and understand what it is that they are seeking a solution for. With this understanding, you can better construct your pitch to appeal to them down the road. 

6. It makes it possible for you to develop quality relationships.

Because forming connections is the overarching goal of sales, it seems to reason that establishing rapport with potential customers should play a significant role in the process. You are beginning to create the groundwork for a long-term relationship with the person when you develop a connection with them. These relationships, as we mentioned earlier, can make a big impact in your career as a salesperson.

7. It enables you to see the reasoning behind their actions.

If you want to be successful in sales, one of the most crucial things you can do is figure out what drives your prospective customer. What exactly are they trying to find? What exactly do they require? What are their objectives, exactly? You’ll be in a better position to respond to these inquiries if you’ve established a connection with them and taken the time to do so. 

Alongside that, connections like these can help you have additional insight when it comes to decisions they make throughout the sales process. If they are shifting directions in the middle of the sales process or are posing certain questions, a strong connection can help you understand where they’re coming from.

Sales Training Can Help Sales Professionals Learn to Read Body Langauge

8. It gives you the chance to demonstrate your mastery of the subject matter.

If you want to make the sale, you have to show that you are knowledgeable in the subject matter that you are discussing. When you establish a connection with your prospect, you provide yourself with the chance to demonstrate your level of competence and to enhance your reputation.

9. It increases the likelihood that people will remember you.

People that you make a genuine connection with will immediately be more memorable than a generic salesperson. Unless you make an attempt to stand out from the crowd when you first meet someone, it’s doubtful that they will remember anything about you after your initial encounter. If you can find a method to connect with them, they will be more likely to remember you and enjoy interacting with you throughout the sales process. 

An additional benefit of being memorable is that potential customers may remember you and reach out down the road if they need to hold off on closing for a little while. So, while being memorable isn’t crucial for some of the quick sales that you’ll encounter, it can be a significant component of the longer-term sales you manage.

10. You are able to maintain control of the discussion thanks to it.

It is essential to maintain control of the discussion whenever you are in a position to make a sale. If you are able to establish a connection with your potential customer, you will have the ability to guide the discussion in the manner that you see it going.

11. It enables you to display your individuality in a variety of settings.

People tend to conduct business with those they have a positive rapport with. Making a connection with a prospect will increase the likelihood that this individual will conduct business with you if you can find a method to connect with them and show them who you are as a person.

12. It increases the likelihood that people will listen to you.

If you want to be successful in sales, you need to have the ability to communicate what you are trying to say to others. More importantly, you need to find a way to ensure the person on the other end is listening. 

When it comes to sales, it is more likely that an individual will listen to you when they enjoy talking to you.  This is all the more likely when a prospect feels they have a connection with their sales representative.

13. It enables you to establish rapport with others.

Rapport is defined as a mutual relationship where respect, understanding, and strong communication skills have been established. When it comes to sales, rapport is absolutely necessary between a sales professional and a lead. 

It is essential to develop a relationship with your customer if you want to have any chance of being successful in sales. You are laying the groundwork for a connection based on trust and mutual respect with someone when you take the time to connect with them.

14. It enables you to fine tune your sales skills. 

Practice is the only way to get more skilled in sales, and there is no better way to practice than to connect with the people you are trying to sell to, When you combine this with a high-caliber Confidence Training Program, you are left with a sales professional that feels confident navigating a conversation with a lead.

The importance of engaging with your sales prospects may be attributed to a number of different factors. You are putting yourself in a position to be successful in a variety of different ways by making the effort to connect with them. You will not only have a greater chance of making the sale, but you will also create stronger connections, learn more about their requirements, and differentiate yourself from the other businesses in the industry.

Methods for Sales Professionals to Connect With Prospects

Ways to Connect With a Prospect

Let’s take a look at some of the ways in which you may connect with your potential customers now that we’ve gone over some of the reasons why it’s crucial to connect with your potential customers.

Find Common Ground

Finding something that you and another person share in common is one of the most effective methods to build a connection with someone. This common ground can be found in a professional manner, but also in a personal manner. Maybe you both work in the same industry, or maybe you are both fond of a particular sports team. Whatever it may be, common ground is a great starting point when it comes to relationships in sales.

Establishing common ground is important since doing so contributes to the development of a feeling of trust and rapport between the two of you. If you and another person have the same interest or background, the other person is more likely to trust you and be receptive to what you have to say moving forward.

You may find something in common with your prospect in a variety of different methods, including the following:

– Discuss the experiences that you have had in common.

– Determine whether or whether the two of you have any common ties.

– Talk about the things that you like doing in your spare time.

Ask Plenty of Questions

The only way to really learn about a person is by asking lots of questions. Appropriate questions that can open windows of opportunity is one of the various things covered in the sales training program offered by The Brooks Group. Asking questions demonstrates that you are interested in the individual as a person when you take the time to inquire about their lives, their occupation, and the things that interest them; it adds depth to both the conversation at hand and the relationship as a whole. 

It is essential to engage your prospect in conversation by asking them open-ended questions that encourage them to share. The more they offer as a response, the more you will find out about them, making it simpler for you to discover a method to connect with them.

Listen and Respond

Listening to what another person has to say is a necessary step in developing a genuine connection. In order to engage in active listening, you need to not only hear the words that are being said but also comprehend the significance of what is being said. When possible, offering a response can help take the conversation to the next level.

By demonstrating to your prospect that you are interested in what they have to say and that you value what they have to say by actively listening to what they’re sharing with you, you will increase the likelihood of building a genuine relationship with the individual. Listening in this way will assist in the process of establishing a connection between you and your prospect, which increases the likelihood of the sale moving forward.

Identify a Problem Area

It is essential to make an effort to identify the prospect’s pain points whenever you speak with them. An issue or a difficulty that they are dealing with is referred to as a pain point. As you actively listen to what they share with you, make a mental note of a few pressure points that they bring up.

If you are able to pinpoint a problem area, you will be in a better position to demonstrate to a prospect how you can assist them in resolving a challenge they are facing. 

Be Yourself & Act Genuinely

Being honest is the last piece of advice for interacting with the people who may become your customers. When you are not being genuine, other people will be able to tell, and this will make it more difficult to connect with them in the moment and in the future.

Being authentic means revealing who you really are, which will assist in the development of a relationship between you and the person you are trying to sell to.

If you follow these guidelines, you will be well on your way to connecting with potential customers for your business. Just be sure to be real, show interest in what they have to say, and pose questions when possible. Also, listen to what they have to say. If you follow these steps, you will significantly increase the likelihood of establishing quality connections with your customers.

Tips for Sales Professionals to Become Better Communicators

Traits of a Good Sales Communicator

One of the most valuable abilities that you may have, both in your personal life and in your professional life, is the ability to communicate clearly and concisely with others. When someone is able to communicate effectively, it implies that they are able to convey their thoughts and ideas to others in a manner that is both clear and succinct.  

Being able to communicate effectively is characterized by a variety of various characteristics that may be found in a person. If you have these qualities, it will be much easier for you to communicate clearly and successfully with other people, which can be extremely beneficial, in the role of a sales professional. 

The following are some of the most essential characteristics of an effective communicator:

Articulate Thoughts Clearly and Precisely

One of the hallmarks of an effective communicator is the capacity to articulate oneself concisely. This indicates that they are able to convey their thoughts and ideas to others in a manner that is simple and straightforward to comprehend. When you are able to effectively articulate yourself to others, the individuals listening to you will be able to better understand you and what message you’re trying to share.

Straight to the Point

Being able to convey ideas in a clear and succinct manner is another essential quality in a skilled communicator. Being able to communicate and get directly to the point demonstrates that an individual is capable of articulating their ideas and thoughts in a clear and to-the-point manner. It will be much simpler for other people to comprehend what you are attempting to convey to them if you are able to communicate in a way that is straight to the point.

Being a Good Listener

Part of being a good communicator requires you to be a good listener. If you lack the ability to listen carefully to others, it’s going to be difficult to maintain a two-sided conversation. If you are someone who lacks the ability to hear what others in a conversation are saying, you may notice that conversations end abruptly, while individuals who are good at listening can carry out long-winded conversations that jump from topic to topic.

Staying Open-Minded

Being open-minded is yet another crucial quality to look for in a successful communicator. This indicates that you should be open to hearing what other people have to say and should take into consideration the perspectives of those people. It will be much simpler for you to uncover things that you have in common with other people if you approach conversation with an open mind.

Another benefit of being open-minded is that the conversation can flow naturally because you receive all turns that naturally occur.

Assertiveness

Assertiveness is yet another crucial quality to look for in a strong communicator. This indicates that you are capable of articulating your views and thoughts in a self-assured manner and that you can communicate with intention behind your words. When a communicator is assertive, there is no room for confusion in what it is that they’re trying to communicate.

Respect

Respect is an additional quality that is essential for strong communicators to possess. Being respectful of all individuals in the conversation can not only make conversation significantly smoother, but it can lead to a quality relationship.When you communicate with people in a courteous manner, all parties feel heard during and after the conversation, which is exactly how a conversation should end.

The Capacity to Provide and Receive Comments

The capacity for both providing and receiving feedback is yet another essential quality of a successful communicator. This implies that you should be able to deliver feedback to other people in a manner that is both beneficial and constructive. That being said, as a strong communicator you also need the capacity to take constructive criticism from other people and use it to improve your performance. Understanding how to communicate feedback and respond when given feedback is yet another skill that a strong communicator needs to possess.

Ability to Deal with Conflict

The capacity to deal well with disagreements is yet another essential quality in a competent communicator. The ability to deal with conflict means that you, as a communicator, are capable of managing arguments in a manner that is productive and helpful for the situation. When you are able to manage disagreements in a constructive manner, it will be much simpler for you to keep your connections with other people intact.

Patience

Communication is not intended to be rushed. Whether telling a story, building a relationship, or making a pitch, all forms of communication take time. To really establish a solid ground when communicating, patience is required. 

Patience can be seen in a conversation while waiting for your chance to speak and listening to what others have to say before you can speak yourself. When you communicate with patience, it will be much simpler for you to keep your cool and remain composed in stressful situations, and it ties directly into respecting other speakers.

Compassion

Compassion and empathy are two additional qualities that every strong communicator should possess. These qualities indicate that you are able to comprehend and empathize with the emotions of another individual. With these skills, you will be able to relate and connect with others in the conversation. 

Speaking with Clarity

A strong communicator is able to speak with clarity. Speakers who can do so can clearly convey what it is that they’re hoping to achieve in a conversation and can minimize the amount of confusion from others in the conversation. 

When others have a crystal clear idea of what it is that you are trying to communicate, you can reduce any confusion and get directly to the point.

Ability to Interpret Body Language

The ability to interpret another person’s body language is another crucial quality of an effective communicator. Being able to understand body language can help you get a feel for how the conversation is going and how others are reacting to the conversation. With this skill, a string communicator can navigate the conversation in their favor before it gets to a point where the conversation fizzles out. 

Being Aware of Personal Body Language

On the flip side, it’s equally important for a strong communicator to be conscious of their own body language. When talking with others, especially when delivering a sales pitch, you want to make sure that your body exudes confidence. Again, this can help a skilled communicator navigate the conversation in the direction that they’re hoping for.

Ability to Communicate Verbally as Well as Nonverbally

The capacity to communicate effectively via both verbal and nonverbal means is one of the most crucial characteristics of a competent communicator. This indicates that you need to be capable of expressing yourself both verbally and nonverbally towards your new prospects, including via body language.

It will be much simpler for you to persuade other people of your viewpoint after you have mastered both written and spoken modes of communication. This skill alone will be your lone sales tool that will ultimately lead you to sales success.

Ability to Employ Technological Devices

When talking with potential clients in today’s society, it is essential that you are able to make effective use of various forms of modern technology. This indicates that you need to be competent in the use of many types of technology, including computers, the internet, sales prospecting tools, and other forms of customer relationship management solutions.

As a sales rep, if you are able to include technological means into your communication, you will be able to more effectively convey your message to a larger number of people. This is also a great way to showcase skills and knowledge while communicating.

Learn More About How The Brooks Group Can Help Your Sales Team

Ability to Deliver Presentations

The capacity to effectively communicate information to an audience is yet another essential quality of a skilled communicator. This skill means that you are able to confidently explain, teach, and present to a group of individuals who are actively listening to the topic you’re discussing. Not all strong communicators will have the skill set to deliver presentations, and this is because presentations require a level of confidence and teaching skills.

For sales reps, it is much easier for you to communicate your thoughts to others after you have mastered the art of giving presentations. 

Adaptable

The capacity to adjust one’s communication style to suit the audience is also an essential quality in a skilled communicator. This indicates that you should be able to adapt your method of communication with your sales team to suit the requirements of the people you are speaking to. It will be much simpler for you to form connections with other people when you are able to be flexible in the way that you communicate.

Red Flags While Connecting with Prospects

When you are attempting to connect with potential customers, it is essential that you are aware of any red flags that may arise in your sales process. Red flags indicate any immediate or blatant warning signs that suggest a particular customer is not worth your time. By being conscious of these red flags, you will be able to save yourself a great deal of time and effort.

Lack of Interest

When a prospective client shows little interest in what you have to say, it is one of the most prevalent warning signs that they are not interested in doing business with you. This may be deduced from a variety of actions, such as avoiding eye contact, fidgeting, or seeming preoccupied, among others. If you see a client displaying any of these tendencies, it is likely in their best interest for you to move on to another sales prospecting opportunity.

Unresponsive

If a prospective client does not respond to your efforts to communicate with them, this is another warning sign that you should pay attention to. If the consumer does not answer correspondence from your sales team, avoids making eye contact, or seems uninterested in the discussion, this may be an indication that they are not interested in doing business with you. Picking up on this early on in the conversation can ensure that you don’t push the prospect over the line. 

Difficult to Pin Down 

If a prospective client gives you evasive replies to your questions, this is another warning sign that you should pay attention to. If the consumer avoids answering straight questions, changes the topic, or seems apprehensive, these are all possible indicators that this is the case. The same goes for clients that are difficult to set meeting times with. 

Avoidance is always a telling sign that the client may not be as invested as you are.

Stand-Off 

Another warning sign that you may encounter is a prospective client who responds to your questions or statements with an angry tone. It’s possible that the consumer is trying to tell you this by disagreeing with everything you say, being skeptical of your ideas, or becoming confrontational against you.

Unreasonable Behavior

The fact that a prospective client looks to be unreasonable in the requests that they make is the last warning sign that you could come across. It’s possible that this is being signaled by the consumer making demands that are impossible to fulfill, expecting too much from the talk, or acting entitled.

Overly Demanding

When a prospective buyer is forceful in their sales presentation, this is another warning sign that you should be aware of. It’s possible that this is being signaled by the customer’s overly pushy behavior, their attempt to force a transaction, or their impatient demeanor.

Impolite to Sales Associates

When a prospective customer is impolite or condescending toward you, this is another warning sign that the sale may not be headed in the direction that you’re hoping for. It’s possible that the consumer is trying to tell you this by talking over you, interrupting you, or completely ignoring your suggestions. While this may just be the personality of some individuals, conversations that are consistently impolite towards the sales associate may also be a sign that this isn’t a good fit for the future.

Manipulative Behavior

When a prospective client tries to manipulate the discussion in any way, this is another warning sign that you need to keep an eye out for. It’s possible that this is being signaled by the fact that the consumer is attempting to dominate the discussion, giving hazy replies, or coming across as fake.

Lack of Professionalism

One further sign that a prospective client may not be a good fit for your company is a lack of professional behavior. While rapport is crucial, so is respect. If the potential client is cursing, disregarding conversation, or behaving in a manner that is not acceptable, it may be best to cut ties and close the lead entirely. Keeping tabs of this throughout correspondence with the lead can help reduce the chances of it getting to this point.

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Connect with Your Clients More Effectively

Now that you have a better understanding of what it takes to thrive as a communicator and what warning signals to keep an eye out for throughout the sales process, it’s time to start building more effective connections with your leads.

If you’re looking for more information on how to improve your sales skills, be sure to check out Brooks Group‘s Sales Skills Training Programs. Our programs are designed to help sales professionals of all levels learn the techniques they need to succeed. Be it with communication, negotiation, or setting and meeting smart sales goals, our team is here to help you and your sales team succeed.

Contact us today to find out more about our programs and how we can help you take your career to the next level!

Written By

Russ Sharer

Russ Sharer is a Chief Sales Officer at The Brooks Group. Russ combines his 30+ years in B2B Sales and Marketing with his in-depth facilitation experience to connect the dots for program participants with a practical, “easy-to-learn” approach.
Written By

Russ Sharer

Russ Sharer is a Chief Sales Officer at The Brooks Group. Russ combines his 30+ years in B2B Sales and Marketing with his in-depth facilitation experience to connect the dots for program participants with a practical, “easy-to-learn” approach.

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