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A Guide to Improving Your Talk Track & Best Practices 

By: Luke Britton

 

two business people communicating effectively

Every sales team has some sort of template or guide to help them to give their sales pitch.

Though, not many sales reps can follow the template in one go. Often, they start rambling, go on a talking spree or get nervous during the sales call. This results in confusing the prospects or causing them to lose interest.

To avoid ending up in the situation, you must have the best strategies to help improve your talk track and secure more deals.

Seven ways to improve your talk track immediately

Use clear and simple sentences

Try to speak clearly and engagingly. And avoid using too much jargon or complex terms.

Now, you might think that your prospects will already know about these terms since they are well-versed in their field. Even if that’s true, there are chances that the jargon may not relate well to the conversation. That’s why there are two main instances to avoid:

Industry jargon: commonly used by industry specialists and technical salespeople. They tend to include words that aren’t used by common people, making it hard to understand their context. As prospects don’t want to listen to more jargon-filled sentences, it’s better to use simple and concise language.

Business jargon: commonly used by business professionals and salespeople. Some of the words include double down, there, and others. As good as it may sound, it will be better to avoid these words so they don’t confuse your readers. It’s best to replace these words with nouns and verbs.

The reason behind avoiding this jargon is to carry on the conversation forward and keep your prospects interested. Otherwise, it will allow your prospects to end the conversation.

Talk about only one thing at a time

In your pitch, don’t go about talking about a lot of other things. Stick to talking about one thing at a time and only talk about the second thing when the first is done.

Usually, the purpose of the sales pitch is to introduce your products to the prospects, make them curious, and schedule a second call with them. That’s why it’s important to develop your sales pitch. Your sales pitch should be like a movie trailer – interesting enough to pique prospects’ attention, show the big picture, and attract attention.

Try to select one thing that gives you an upper hand over your competitors and use context that’s related to your prospects and has a unique element in them.

Use hyperbole

Often, salespeople add some exaggeration in their sales pitch to close deals. Some of the examples of hyperbole include, “live on my first attempt”, “the greatest ”, “we prioritize our customers first”, “best in class customer service” and many others.

Whether the lead is warm or cold, using these kinds of phrases showcases that you have the passion and confidence that’s required in the industry.

However, you should know where you’re going to use hyperbole and whether or not it’s required. Using them in the wrong places can do more bad than good.

Ask question at every pitch

Your sales pitch should always focus on your prospects. But you should know what kind of questions you need to ask your prospects. Questions like, “does this sound interesting to you?” or “does that make sense” can leave prospects more confused.

Instead, you should ask questions, “what problems are you facing in your company?” or “how much time are you spending on completing that [particular] work?” Asking these kinds of questions will get their attention and keep them interested. And you can take it further accordingly.

Learn from your prospects

During the conversation, take the back seat and let your prospects do the talking. Focus on what they’re saying and use it as an opportunity to learn from them.

To show that you’re interested, ask them to expand on a topic or ask them how the particular thing works. The prospects are already experts in their field. This will help you to build rapport, give you a better understanding of the industry and make them feel valued during the conversation.

Ask them unexpected questions

Engage your prospects with unexpected and unique questions that haven’t been asked before. Open-ended questions, such as asking about current industry events, are a great way to keep them interested in the conversation. These types of questions aren’t focused on closing a deal or discussing budgets, so prospects are more likely to be willing to share their thoughts and experiences. Additionally, asking open-ended questions can provide valuable insights into the industry and help you identify opportunities for growth and success.

Ask them about relationships with vendors

It’s highly likely that your prospect has already worked with one or two vendors before. Ask them about how their relationships are with those vendors and how you can help them to bridge the gap.

For example, ask your prospects the following questions:

  • What are the things you’re looking for in a vendor?
  • What does a best vendor relationship look like to you?
  • How was your experience with previous vendors? What worked and what didn’t work with them?

Getting answers to these questions will give you information on how to move forward. It will also give you a clear idea about how your products and services will solve their problem.

Following the above-mentioned tips will help you to improve your talk track and close more deals. It will also let you take the conversation one step further, rather than just finishing the conversation with the basics.

Published: March 9, 2023
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