Sales is one of the longest-running careers in the world. From the very beginning of societies and communities, salespeople have existed. However, not everyone has the talent you require in order to connect with a prospect and close the sale. Daniel Nicart, Sales Development Coach, has grown in this profession and become the expert most businesses turn to.
Nicart began his professional career as a real estate telemarketer, and his talent helped him grow up to manager. With the real estate crisis, he had to pivot and change industries. Still, he realized he had the creativity to adapt his sales speech to any industry. Nowadays, with almost 20 years of experience, he is one of the mortgage industry’s most influential Sales Development Coaches.
Although it may seem like an easy career choice, sales is an intricate path that not many know how to navigate. Lucky for them, Nicart dedicates time to teaching thousands of loan officers how to increase their sales, drive attention, and properly brand themselves in today’s digital era.
When it comes to selling, most businesses go for cold calls. What does this mean? It is a call the prospect is not expecting, and the seller knows who they are calling and what their areas of interest are. However, even with all the research done, you have to know how to handle the call in order to make the sale. Nicart says one of the most important tips he can give is to know what you are talking about and sound confident.
One thing most individuals do not know is sales calls rely on emotional intelligence. Nicart highlights how important it is to communicate and show empathy. This means putting yourself in the prospect’s shoes and experiencing what they are going through because they will eventually tell you exactly how to sell them. Nevertheless, this does not mean starting small talk that will lead nowhere and might make the person on the other side of the phone uncomfortable.
As a sales expert, Daniel Nicart says it is important to remember, “you don’t sell, you serve.” What does this mean? It would be best if you were in tune with your prospect, asked the right questions, and showed them you have a solution to one of their problems. Therefore, if you offer a solution, you are collaborating with them and not simply selling them a product.
A piece of advice Nicart always gives his clients is not to rush the sale. You do not need to close everything in one call. You can let them know you will be calling back. That way, they are prepared for the call and find themselves able to make the important decision. Timing is key.
If you are interested in learning more and being trained by Daniel Nicart, you can contact him directly. For more tips on how to close cold sales in 2021, you can hear his guest appearance on Mentors Collective.