The art of conversation is an essential weapon in the armory of a B2B lead generation company because ultimately sales is all about having conversations with people. The availability of so many latest technologies and advanced sales strategies often tends to make sales people forget the importance of energetic, productive conversations, but as a matter of fact, no B2B lead generation company can survive the cut-throat competition today without mastering the art of conversation. Sales organizations need long-lasting business relationships to stay afloat, and the starting point for these relationships is always a conversation between a sales person and a prospect- two persons genuinely interested in exploring the possibility of a fruitful mutual relationship.
Almost every successful sales conversation has a turning point, a special moment, that changes people’s perspective and provides an insight and clarity. This moment paves way for a clear understanding of prospect’s problems and helps both parties focus on possible solutions with a renewed vigor and energy. This turning point helps the B2B lead generation company to build credibility and encourages the prospect to spend some quality time with the sales team discussing their needs and pain points.
Creating moments of insight:
Here are a few basics for creating these moments of insight that tell your client that what you are selling does make sense for them.
Think and act like a problem solver:
Always think and act like a problem solver, not like a sales person. Make your customer believe that you have their best interest at heart and possess the capability to help them solve their problems. This includes empathizing with them to elicit the right information you need to form a clear idea about their requirements and pain points. Preparing a set of effective, elaborate questions will certainly help your cause.
Don’t stick to the script:
Having a good script is essential for the success of a B2B lead generation company, however, sticking blindly to your script is not going to take you far. Be flexible and go with the flow, giving your prospect a free rein, and alleviating their worries about the effectiveness of your solution.
Build credibility by showing your capability and good intent. Supplying useful information and offering to research your prospect’s pain points will definitely go a long way in helping you achieve this cause.