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Sales and marketing are paramount for any business, but the whole process can be challenging. In today’s world you wouldn’t expect your prospects to contact you and immediately start talking about the excellence of your products or services. You have to reach out to your target market and communicate the value of your product to individuals. That’s not all. You also have to win their trust and confidence in buying your products or services.

Below are five powerful skills that you can master to be a better communicator.

1. Body Language

If you have a sales meeting in person, mirroring is a great technique to use. Mirroring is when you imitate gestures, speech patterns, or attitudes of another. We do this naturally with people we like and trust. Sales reps can leverage mirroring to develop better relationships with their prospects, become more likeable, and increase their chances of making a sale. In Stanford and Northwestern University studies designed to unearth the potential of mirroring in negotiations, negotiators who mimicked their partner reached a deal 67 percent of the time, while those who did not utilize mirroring only achieved a 12.5 percent close rate.

2. Power of dramatization

The power of dramatization works incredibly in sales. Though a deal is about selling a product or service, convincing people to buy your products is more challenging than meets the eye. You have to dramatize and bring to life your selling points and ideas. Dramatization entails making the prospects visualize the benefits of your product and how your business can give them the utmost value. When they see value in what you’re selling, that is what leads to more sales. 

3. Options limit

Know that humans tend to freeze when presented with too many options. As much as variety draws them in, many possibilities leave them unsure of what to purchase. The best way to proceed is to try and limit the prospects’ options. Doing so will prevent them from getting overwhelmed, and they’ll be more focused on purchasing a product. These prospects are more likely to make a final decision with a more manageable set of choices.

4. Social proof

Social proof will always work in sales. Why? Because consumers are more practical and wise these days and have access to much more information. Chances are, they’ll ask for proof, positive reviews, and testimonials about your products or services. 

That said, make sure to reference high-profile customers, share testimonies, and point out how many of the prospect’s peers and competitors are currently using your product. You’ll be surprised how these steps will change their minds and eventually help them understand the value of your products.

5. The process of agitate-and-solve

Resort to the agitate-and-solve process, which is actually one of the oldest communication techniques in sales because it works! This technique entails evoking critical emotions as an effective way to convince a prospect to buy your products. Do this by identifying a prospect’s pain points and talking about it in emotional terms. Make them talk about the consequences of the problem and how it makes them feel. From there, replace this with feelings of hope, happiness, and relief by presenting a viable solution. That is when you can start showcasing your products or services.

The truth is, mastering these soft skills isn’t as easy as it may seem. Yet, with the communication techniques in sales mentioned above, you’ll make yourself more convincing in helping prospects to purchase from you. 

We understand it can be difficult to know where to start when building a framework for sales conversations, so we’ve developed a Sales Conversation “Cheat Sheet” you can download HERE.

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If you’re looking for help in implementing these and other techniques, get in touch with us today for a free consultation!