Top salespeople succeed at getting noticed. They know how to get the buyers attention and create awareness because they make every single encounter relevant to the prospective buyer. your ability to present information in a concise, clear and to-the-point manner is what most affects message relevancy. Why? Concise, clear communications stand a better chance at being read, regardless of their timing. Here are some ways to make sure that your message is relevant to the buyer.
The first tactic to ensuring that your message is relevant is to keep all of your informational exchanges brief, clear and to the point. In your exchange, use executive summary formats, grouping like points together and label similar information with short, easy-to-read subheadings. Another great way to be relevant when sending hyperlinks is to send your prospect a specific link, rather than a web address and making them find the information on their own.
The best salespeople "translate" their marketing group's messages to make them precisely relevant to the specific audience they want to reach. This includes industry jargon, coding and specific terms that should stand out in your communication.
Lastly, showing your product is relevant to the prospective buyer is to use stories. Relevant stories work! Choose stories that are relevant to the buyer's situation and that support the message you need to relay. Interestingly, studies have shown that relationships begin to develop when people disclose information about themselves to other people.
For more information on What Buyers Want; please check out www.whatbuyerswant.net and click on the products tab to see actual clips from a recent seminar in Kansas City!
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