Truly listening to a customer and being funny can help you close more deals
Written by Jessy Leone
Sharon Bauer - Privacy Strategist and a Lawyer at Bamboo Data Consulting
Sales tip: You have to be listening to a customer. Also bring a human touch, and don't afraid to be funny.
B2B sales can be a tough gig. You’re constantly chilly-calling and emailing potential leads, trying to set up appointments and reassure skeptical clients that you have what it takes to solve their problems. You’re listening to customers, constantly talking to people who are trying to save or make money, and it can be hard to stand out from the pack. And let’s be honest, most of us are not natural-born salespeople and not all of us are good at listening to a customer. So how do you succeed in B2B sales?
Lidia Vijga: "The best salespeople are ...?"
Sharon Bauer: "The best salespeople are the ones that truly listen to what their clients need bring a human touch and it really helps if you are funny."
Truth be told, B2B sales are all about relationships. The best salespeople are the ones that take the time listening to a customer and understand their needs. They bring a human touch to the relationship and work hard to build trust. And if you can make your clients laugh, that’s an added bonus.
Humour breaks down barriers, creates rapport, and shows that you’re a real person, not just a salesman. Being funny also makes you more likable and trustworthy, two essential qualities in any successful salesperson. So if you’re looking to boost your B2B sales, focus on being a great listener and bringing some laughter into your client interactions. After all, B2B sales can be stressful, and a little humour can go a long way.
Truly listening to a customer can make a huge difference when building trust and credibility.
Listening to the customers and what they need allows you to build trust and credibility with them. People can tell when you’re not really listening, and it makes them feel like you don’t care about them or their problems. Bringing a human touch means being genuine and authentic with your clients. It’s important to remember that they’re people too, with their own hopes, dreams, and challenges. Listening to a customer can make all the difference. If you can connect with them on a personal level, you’ll be much more likely to close the sale.
Don't be afraid to be funny when listening to the customers.
Lastly, being funny is often underrated in sales. But the truth is that people buy from people they like, and humour is one of the easiest ways to make a connection. If you can make your clients laugh, they’ll remember you when it comes time to sign on the dotted line. So don’t be afraid to crack a few jokes during your next sales call – it just might be the key to landing that big client.
So if you can show your clients that you’re not just some faceless salesperson trying to make a quick buck, but someone who really cares about helping them solve their problems, you’re more likely to close the deal. At the end of the day, what really sets the best salespeople apart is their ability to connect with their clients on a human level and build lasting relationships.
Of course, not every client is going to respond to the same approach. The key is to be flexible and adapt your style to each individual. Listening to customers is a must. If you can do that, you’ll be well on your way to becoming a top-performing B2B salesperson.
So, if you’re looking to succeed in B2B sales, remember listening to your customers is key, bring a human touch, and don’t be afraid to be funny!
Watch our previous SALES RUSH episode with John Hill.
John Hill is a B2B Sales Coach and an Author of ‘Selling from Scratch: How to Sell More by Simply Being Human’.
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SALES RUSH
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In this high-intensity mini game, B2B sales leaders and influencers get to answer 20 questions in 2 minutes.