In Messaging

TSE Hustler's League, Donald Kelly, The Sales EvangelistSo you think your message is good, huh? But is that what your customers want? Do you speak to their challenges? Are you able to solve their problems? Well, it better be more of a solution-provider rather than a product pitch.

Today, I’m sharing with you yet another snippet of one of our past training focused on creating the message your buyers will understand and believe in.

But first, there are precursors to your message that you need to take note of because they’re going to judge you on all of this before you even start chatting and get down to the nitty-gritty.

  1. Mirror the behavior and terms

Mimic the behavior of the prospect you’re talking to. For example, if their legs are crossed, eventually cross your legs as well. Mirroring the behavior of your clients has a psychological effect on them and this is supported by studies. The same goes for using the same words they use again. People like people who sound like them, look like them, and talk like them.

  1. Physical appearance

The way you look is important. Sometimes, you need to look two steps ahead of your customer. If they’re wearing a shirt, wear something nice and decent like a suit. Look like them in order for them to trust you.

  1. Tonality and Tempo

Mirror the customer’s tone and their pace of talking. If they talk quickly, mimic and talk quickly. But don’t mimic their accents otherwise you could get into trouble with that. Sometimes people speak louder and sometimes they speak softly. Speak to the volume they’re speaking so they see you as like them.

How you lead them to opening up:

Sometimes you can get people to do things by leading them. For example, if they have their legs crossed or arms crossed, also keep your arms crossed and then after a few minutes, start opening up and eventually, your clients will start opening up too.

Ask meaningful questions and the attention goes back to the customer. The questions you ask can allow your customer to talk more.

The Unconsidered Need

Is there something else they still don’t recognize they need? Are you familiar with the correlation of their retention rate and revenue growth?

Crafting the Golden Message

  • Name two characteristics that show your expertise.
  • Use pain words to help emphasize the challenge or issue at hand?
  • Teach them the problem you’re able to solve specifically for them.
  • Don’t just tell them you’re a sales individual, tell them you help people and small companies with xyz.

Episode Resources:

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