Let’s not confuse small talk with rapport building.
There’s only so much of a relationship you can build with someone by talking about the weather (unless of course one of their largest passions in life is the weather), but for sales reps jumping on a call with a prospect for the first time, the conversation usually strays towards weather-talking territory.
But according to Gong’s reports, the top performers engage in 17% less small talk than average and bottom performers.
A lack of small talk doesn’t mean that top performers are jumping right into the meat and potatoes of their sales pitches the moment their prospect hops onto the call, instead they’re building rapport.
Building rapport means developing a connection around a shared interest, expressed over multiple interactions.
In other words, they’re appealing to their prospects #5to9’s, their personal interests, and building relationships as people, not as sellers and buyers.
Now, for existing Alyce customers, #5to9 data is surfaced in the gifting process. It helps you choose the right gift for the right person, and connect with them on what they care about most, but it’s not always easy to remember to check on that person’s profile before you get on a call with them.
That’s why today, we’re launching Alyce Assist.
Alyce Assist helps you save time, stay organized and feel confident running a prospect meeting.
An hour before your meeting scheduled through Alyce, your reps will be delivered an email that has many of the relevant details they want about the person they’re meeting in one view, saving them time and giving them the confidence to hold a successful meeting.
When Alyce Assist shows up in your inbox, you’ll be able to see company and gift data about your gift recipients.
Say goodbye to small talk in the beginning of your calls and start building stronger relationships with everyone you do business with using Alyce Assist.
How To Use Alyce Assist To Stop Small Talk
Come Prepared With The Right Information
When prospects book a meeting with you through Alyce gifting, they can leave notes to let you know what they’d like to see and learn from you on the call.
Reviewing the meeting notes before you hop on the call to make sure you’ve prepared for inevitable questions or have the information at the ready to help answer any questions ahead of time will help you run a smoother call.
Understand How You’ll Work Better Together
Included in the company details section of Alyce Assist, you can understand how large the company is as well as technology in their tech stack.
If you sell a software product that includes integrations, having the context of the tools your prospects already use can help you show your prospects how your solution can play well with their existing set of tools they may use and leverage on a regular basis.
Having an understanding of your prospects’ tech stack when you sell a software product can help you drive up the value of your sale with the inclusion of integrations and shows you’ve done your research.
Finally Stop Talking About The Weather
With the gift details at the bottom of the Alyce Assist emails, you can see which gift was sent and what was accepted.
If your gift recipient exchanges the gift for something new, that gives you an opportunity to ask them more questions about their choice.
Rather than getting on the phone and asking them a generic question, you can ask them why they chose to exchange the gift and how they’ll use their new gift.
You’ll learn more about them as a person that you’ll be able to leverage later on in the sales cycle to build rapport.
Start Bonding with Alyce Assist
Alyce Assist helps you save time, stay organized and feel confident running a prospect meeting. An hour before your meeting, Alyce Assist will help you find many of the relevant details you’ll want about the person you’re meeting in one view, saving them time and giving them the confidence to hold a successful meeting.