
Looping Tactic
Explore the powerful Looping tactic—trained and implemented with teams to turn customer objections into opportunities. Learn how tone and personal connection drive sales success.
A sales professional tactic: Looping, we delve into a strategic approach that transforms customer interactions into opportunities. Developed through rigorous training and practical implementation, Looping guides sales professionals in navigating objections with finesse and empathy. Join us as we explore the art of building trust, refining your tone, and achieving sales excellence through personalized engagement. Whether you're a seasoned professional or embarking on your sales journey, discover how Looping can empower you to forge lasting client relationships and drive business success.
Looping, which I trained my team through Udemy and continue to train my new teams, the most effective tactic i've ever implemented. This special tactic applied in the sales conversation consists of 3 main stages. As the name of the tactic states, our first two stages consist of repetition; on talking about company, yourself, and product. Our third and final stage focuses on turning the negative response we receive from the customer into a positive response (rejection handling).
There are two main elements in this tactic; tone and being like a friend who is professional in what the customer needs.
Becoming a Professional Friend
Imagine that you are selling your product to your friend. Wouldn't you explain the benefits in a way that the other party can understand while honestly telling the positive and negative aspects of the product? Well, doesn't every customer deserve this?
I think they deserve it. How will the benefits you mentioned to your customer during the meet affect his/her life after purchasing your product? Visualizing the answer to this question in our customer's eyes; Making people dream makes us friends who are professional in the subject they need (your product).
Tonality
One of the most important factors that distinguish us as humanity from each other is our tone of voice. Think about the tone of voice you use in communication. Is it always at the same volume and with the same emotional expression?
The difference between our communication with our customers and our own social life is seriousness and respect. Seriousness and respect should not add monotony to us. Our tone of voice and emotional transmission must be variable. So how?
When talking about the product you want to sell, you should emphasize and slightly raise your voice tone and create a rhythm. The rhythm you create will be pleasing to your customer's ears and will cause them to get closer to purchasing. When it comes to the competitor company, the solution actively used by the customer, and the negative/missing features of your product, you should lower your voice tone and create a rhythm that conveys sad emotions. The rhythm and emotional transfer you create will affect your customer's thoughts; It will cause them to move away from the solution they actively uses and the rival company.
1.Loop: Company - Yourself - Product
Our first loop is about getting to know the customer and introducing ourselves. While we get to know our customers with the questions we ask, we also introduce ourselves under three main headings: the company we work for, our role in the company and the product we sell.
After talking about everything in general in the first loop, we move on to the second loop by asking our customer how the spoken things sound.
2.Loop: Company - Yourself - Product
If we receive a negative answer to the question of how it sounds for a specific reason while ending the first loop, we completely ignore it and direct our focus back to talking about again ourselves, the company and the product. So how, is it like in the first loop? No, this time we're telling stories. It is very important that the salespersons has stories about the product and the company they work for. Stories connect people, increase intimacy and bring them closer to purchasing.
After talking about ourselves, the company and the product, including our stories, we move on to the third loop by asking our sales closing question.
3.Loop: Rejection Handling
If we could not close our sale at the end of the second loop, we move on to the third loop. Our customers usually tell us clearly why they will not buy our product. Here, we now focus on the cause. How Does? By making it as personal as possible. Again, think about your communication with your friends. Wouldn't you explain why they would like or dislike something by touching on personal and private issues about them? We do the same, of course, not forgetting that we are talking to our customer.
We implemented them all, didn't we? There is nothing to do, this person was not a buyer or we talked to a person who did research for a long time before any decision.
When the looping tactic is implemented correctly, your customer will buy your product one day, even if not right now. Familiarity is important, you are now a familiar person to your customer. You will definitely influence their choice now or later.