When it comes to sales, your communication skills, behaviour and personal presentation can make or break a potential customer. Use these 5 online sales techniques to build trust and rapport, then move into a pitch that gets prospects talking.
The most effective sales professionals focus on genuinely helping their customers. This requires a structured discovery process that enables sellers to uncover their customers’ business challenges and collaborate on solutions.
1. Use a Call-to-Action (CTA)
CTAs are an effective sales technique because they prompt your audience to take the next step towards a desired action (such as buying a product or signing up for your newsletter). But it’s important to remember that every audience responds differently to different calls-to-action, so you should always test out new ones and see which ones perform best.
A successful call-to-action needs to be short in length, evoke a sense of urgency and highlight the benefits of the offer. It should also build fear of missing out, or FOMO, to compel users to act on the call-to-action.
2. Use a Call-to-Mirror (C2M)
Sales mirroring is a tactic that involves mimicking your prospect’s verbal and nonverbal communication cues. It’s one of the most effective ways to build rapport, which can result in a sale.
This technique can be used in a variety of ways, depending on the context. For example, on a video call, you might want to mirror your prospect’s body language or facial expressions.
3. Ask Questions
Asking questions is a great way to uncover buyer needs. It’s also a great sales technique to build rapport.
Flow is a key aspect of good questioning. Without it, the experience can seem jolting, difficult to follow and eventually leaves buyers feeling uncomfortable.
In addition, the type of question you use has a lot to do with the kind of information you get. There are personal questions, challenging questions, provoking questions and validating questions.
These are all important to understand because they can help you to uncover customer needs, uncover challenges, and establish your expertise. They’re all great tools to help you sell more effectively online and offline.
4. Mirror Your Customer’s Behaviour
Mirroring your customer’s behaviour is a simple yet effective sales technique that can help you build rapport and empathy. It can also build trust, which is important for closing deals.
Sales representatives often need to interact with a new prospect in a short amount of time, so building rapport fast is essential. Using mirroring techniques can help you achieve this goal in minutes!
A few easy techniques include mimicking your customer’s body language, tone of voice and energy levels. Matching your body position and tone can send the message that you’re on their side, which can create a positive experience.
5. Keep It Personal
One of the most effective sales techniques is to use a Call-to-Action (CTA) to ask a prospect to take action. Whether you’re asking them to subscribe to your newsletter, give feedback on a product or service, buy your product or sign up for your service, having a CTA makes it easier for your prospects to follow your lead and convert into customers or clients.
Keep your CTA personal and personalised so that your potential clients feel as though you’re speaking to them directly. This will help them trust you more and make them more likely to purchase from you again in the future. If you’re struggling to come up with ideas for a compelling CTA, try A/B testing different options until you find the best one.