By Ryan Warren, Vice President of Marketing
Believe it or not, having a positive attitude does not rely on being perky all the time – but on customer knowledge. It may sound easier said than done, but mobilizing customers to buy your product comes from understanding the client’s needs, and – oh, yes – sales intelligence. Investing in customer analytics does not have to be a pain when you find the right professional application, such as FirstRain. When you have information right at your fingertips, you can go into a sales call or client meeting with a positive energy that just emits confidence – and mobilize your client to close the sale in the process.
Knowledge Linked to Confidence
Bloomberg Businessweek advised salespeople collect as much data as possible about a client before an interaction. According to an Op-Ed piece by Grant Cardone for Entrepreneur, customer insights are not only important to closing the sale but also for your confidence to do so. If you think you don’t have the tools to sell the product, you probably won’t. Entrepreneur suggested you take a look at the customer’s purchasing history and develop a plan of action in case your team wasn’t able to make the deal on the product before.
In a recent article, Cardone, a salesperson and writer at Entrepreneur, recommended sales representatives glean sales intelligence from client analytics in order to visualize the sale. Doing so not only helps you play out possible scenarios and prepare for what might happen during the interaction but to line up a set of questions that shows the customer that you know exactly why they need the product.
“For example, ‘When you do this with me, you will get this result,'” Cardone wrote. “If a customer is undecided about a sale, I tell them: ‘It’s only a matter of time before you do this with me.’ I recently did this with a customer and after the third time he said: ‘Dude, you are pretty confident, I like how you keep assuming the sale.'”
The Power of Client Insight
Inc.com suggested sales representatives and teams remember that attitude is everything. But while you can pretty much fake your way through a smile and excited hand gestures, true positivity comes from confidence – which we already know gets its start in understanding customer intelligence.
One of the strategies Inc.com writer Geoffrey James advised salespeople to adopt for staying positive and confident in any situation is to constantly frame each challenge in your mind into a challenge rather than a barrier.
For example, Corporate Executive Board described some customer contacts as skeptics, or clients who always ask questions, almost like a drill sergeant. Sales people who have not invested in market insights may falter when they come under endless questioning, but those reps who identify it as an opportunity to demonstrate their knowledge are able to close the sale.
Many sales professionals try to stay positive and confident when entering client contact interactions, but that attitude can turn negative when they don’t have the proper insights. Mobilizing customers to invest in your product lies in confidence – and it all comes down to sales intelligence.