Sales is a hard enough job as it is. If you don't believe in what you're selling then it's 1000 times harder. - John Barrows.
A successful salesperson believes what he sells and convinces others to buy it. Only a salesperson with that level of faith and belief will be successful in their industry.
Having the tactic to communicate the ideas clearly, handle objections amiably and convince the prospect that not incorporating their solutions in the operations will be a great lack in their growth.
But how do sales reps bring in that language expertise to make themselves stand out, build relations and convince a sale?
In this article we will deal with pattern interrupt, how to use it effectively, when it will be useful for sales reps.
For further reading scroll down.
What is a pattern interrupt?
When picking up a call and realizing that it’s a salesperson on the other end, the first response is to cut the call, say you are not interested, and use busyness as a reason to bring an end to the conversation.
Pattern interrupts are the special arrows in the salesforce’s quiver that help them interrupt the usual pattern of a cold conversation, gain the attention of the prospect, and begin a smooth discussion.
For example, instead of introducing yourself as “Hello, my name is S from X company to talk about our Y product,” start the conversation as “ May I take your 5 minutes?” or “Hello D, how have you been?” will make a better impression on the prospect.
These are examples of pattern interrupts that will give you a chance to have a second conversation or pave the foundation for building a relationship for future sales.
How to Use Pattern Interrupt Effectively
Pattern interrupts are unconventional ways of beginning a conversation that will help you gain the interest and attention of the potential customer.
But care must be taken to put yourself in the right place without being misheard. So here are a few ways to use pattern interrupt effectively.
- Speak smartly. Present yourself as a person who knows what they are talking about. This helps to get the attention of the prospect and listen to you with keen ears.
- Salespeople must be confident in their body language, in their speech, and even in their words. Only when you are self-assured about the product you sell will you be able to convince others successfully.
- Starting a conversation not in the usual format is a risk that you must take. A small change in tone and this way of approach can be considered insulting by the listener. So it's important to start without being offensive.
- Choosing the right time to call or message also determines the response from the prospect.
- Sales reps must be prepared for any response, objection, or rejection from the other end of the conversation. Strong product knowledge and readiness to share at the right moment make a difference in the future follow-ups of the conversation.
As the name suggests pattern interrupts are interventions in the usual conversation. Hence, clarity in how you carry forward the conversation is essential while attempting pattern interrupt.
For further reading, check Unlocking Success: Crafting a Winning Sales Performance Improvement Plan.
When is a pattern interrupt useful?
Salesforce contacts its prospects through multiple channels. Some of the pattern interrupt examples include:
- Cold Call
Cold calls are a commonly used medium to reach out to clients. It is also the mode through which you get the fastest response. Hence, to prevent cutting calls or any other excuses, pattern interrupt can be made into use.
According to statistics, the open rate of sales mail is 37% and the reply rate is 6%. This means that your email must be really good to be opened by the customer. Pattern interrupts help make your emails interesting and tap the curiosity of the prospects.
- LinkedIn Messages
Prospects know a LinkedIn message is exclusively professional. In the many messages they receive on LinkedIn, using a pattern interrupt helps you make your text short, crisp, and memorable.
- In-person Meetings
In-person meetings are challenging as you face the client to make your sale. This requires confident body language, good communication skills, and content knowledge to make an impression in the first few minutes. Again pattern interrupt techniques will help you make a mark.
Salesforce reaches out to its prospects through multiple channels. This means that in whatever platforms you use to get in touch with the client there is a need to stand out in the crowd.
For further reading, check Understanding Sales Objection: Strategies for Success.
Sales is a competitive job and the pressure to stand out is extreme.
Sales reps must have good communication skills to master the pattern interrupt marketing techniques. This ensures that your content is interesting enough to grab the attention of the clients and start a conversation.
Incorporating these tools, techniques, and approaches to sales, especially within a B2B SaaS marketing funnel, makes your sales process unique. Companies must be open to a variety of solutions that help optimize their sales strategies.
Incentive compensation is one area that sales management needs to look into to enhance sales motivation, performance, and process, and leveraging a powerful saas commission calculator can streamline this process.
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