Use Technology to Create Moments of the Delight

[rifat28dddd]

The side-benefit of this approach is that if the customer’s answer is indeed no, it will help you get to and lose faster! After all, the no is the second-best answer is sales with maybe, or even worse, ghosting being a very distant third.



4. Add Value First (and Often)
Buyers hate the experience of working with needy salespeople. And yet, salespeople have needs. Among other things; information, access to decision-makers, and key insights into their customer’s deepest, darkest pains. So before making withdrawals from your customer’s stock of time and attention, it pays to make deposits!

For example, instead of “just checking in”, send them a third-party article, study, or business book you feel they’d enjoy. (i.e. the “thinking of you” approach, especially powerful when prospecting). Or make an introduction to a like-minded customer or third-party expert who can help them in their role. In fact, intimate executive dinners that focused on adding value by catalyzing discussion and building community were the highest ROI events we ran in my segment at Salesforce.

The reason these approaches are so powerful is because they’re panama telegram data rooted in the psychological concept of reciprocity; the practice of responding to a positive gesture, action, or behavior in kind. In Sell The Way You Buy, I talk about one of the easiest ways to invoke reciprocity, add value, and create an amazing customer experience which is to simply listen to them. In fact, in a recent Salesforce State of Sales Report, when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list. No doubt, due to the positive customer experience it creates.



In a world full of boring virtual meetings and endless emails, even small moments of surprise and delight in your execution and follow-up can help you stand out and create an amazing experience for your customers. For example, not a week goes by without a client commenting on the tech I use to deliver my virtual presentations and online training.

“How is your camera so clear?”
“How do you pop in and out of screen sharing so quickly?”
“How are you maintaining eye contact ALL the time?”