Today, we’re going to be sharing with you the best way possible for you to connect with your prospects. It's not what you think and it's not anything you've probably heard from a traditional sales training.
CONNECT WITH YOURSELF
When you're looking to connect with your prospect, a lot of things come to mind. For example, traditional sales training is going to have you ask the prospect about their family or sports and try to find common ground. To try and find some sort of a way to connect with that person and share some sort of like-minded interest.
Now that's all fine and good, but the best way to connect with your prospect really is to connect with yourself.
One of the reasons for that is there something called mirror neurons in your brain. When you're sitting across from somebody, they're detecting and picking up the emotional state that you're in and they're actually feeling what you're feeling.
So, if you're not in a great place, if you're showing up to a sales call with anxiety or a little sad or showing up like you don't really want to be there, it doesn't matter what sort of tactics you use. It doesn't matter if you love the same sports team or have kids the same age, there's going to be some sort of a disconnection. The more disconnected you are from yourself in that moment, the more disconnected you're going to be from your prospect. They can feel it as well.
FOCUS ON FEELING COMFORTABLE YOURSELF
Knowing what we know about neuroscience and mirror neurons, the very best thing you can do to make your prospect feel comfortable in your sales process is simply to make yourself feel comfortable. And the more comfortable you are, the more comfortable that prospect is going to feel. Feeling comfortable is the main thing that people need to feel in order to trust you as a salesperson.
If you are feeling anxious, Dr. Srini Pillay from Harvard explains, it's good just to bring it up. You could even say something like, "Man, sometimes it feels so weird at this point in the sales conversation, doesn't it? When we're just kind of getting to know each other." You can just call it out because they're probably already feeling it as well. If it's coming from you, they've picked it up in their mirror neurons, or if they're anxious and you're picking it up in your mirror neurons, you can just label it and call it out. It's going to diffuse a lot of that anxiety and you're going to start to develop a spirit of authenticity on that conversation.
See how ClientPoint can help you create more authenticity in your conversation, Schedule a Demo now.
WHEN IN DOUBT JUST RELAX
Any time you're really trying to connect with somebody, instead of hyper focusing on them, start to hyper focus on yourself and how you're feeling in your body. If you're starting to get uncomfortable, the first place you start to feel it as some tension in your chest. You start feeling things in your stomach, you start feeling your muscles tense up.
The best thing for you to do in this situation is to just relax, take a breath, make yourself feel comfortable.
By doing this, you're making your prospect feel more comfortable and now you can have very authentic conversations, the type of conversations will help you actually close a sale.
Now it's important after you have that authentic conversation to be able to establish a follow-up process that will maintain that authenticity and that feeling of high connection and that feeling of comfort. That's what ClientPoint is designed to do. With our client relationship experience, you'll be able to replicate that feeling that you felt in the meeting throughout the follow-up process. You can make sure that your prospect is well taken care of and you've maintained that positive energy all the way through the sales process to that signed deal. Schedule a Consultation now to see how.