Valentine’s Day is right around the corner, but how do you know if you are speaking your prospect’s love language?
In this week’s Sales brew, we will cover the impact and importance of speaking your prospect’s “love language” when setting a meeting and engaging them further in conversation.
Prospects don’t react well to salespeople who fail to “tailor their message for resonance.” By that, I mean the salesperson fails to speak their prospect’s love language. And what exactly is the prospect’s love language? That means two things:
- The problems or challenges that the prospect is dealing with
- Future growth opportunities that the prospect may see on the horizon
If you talk about anything other than those two things, congratulations… you are guilty of wasting the prospect’s time (and yours).
As a national sales training and sales coaching firm, Anthony Cole Training Group has a front-row seat to the financial services industry and the problems they are currently facing. And we know there are two main concerns:
- With less face-to-face meetings in the last few years, many salespeople have unsuccessfully made the pivot to virtual relationship building. They are unable to deal with the resistance that prospects have to meeting face-to-face. Fewer prospect meetings have greatly reduced opportunities entering the early stages of the pipeline.
- And because of that, if the salesperson does get a deal cooking, they are all too willing to cave on rate or price to simply push the deal across the finish line. And that is eroding margin.
So, guess what? We lead with those two things… and nothing else.
I may have been born yesterday, but I stayed up all night studying, and I figured out we would have more conversations with prospects if we led with things that prospects wanted to talk about.
You don’t have to change if you don’t want to change. But I would encourage you to be ready for the time-out chair the prospect will ask you to sit in while they spend time with another salesperson who is speaking their love language.
Go sell like a champion today!
Mark Trinkle, Chief Growth Officer
Anthony Cole Training Group