The art of effective sales conversations
Most people’s sales conversation could be improved. Over the last 20 years I have seen many sales people do the following:
To improve your sales conversations try applying some or all of the following approaches
Identify your clients pain / aspirations – Asking questions to see how you can solve or limit a particular problem is well recognise however, don’t forget to ask about their hopes, desires and goals for the future and show how you can help them achieve them
Make your business case clear and simple – the prospect must see the value of your solution or they will not buy.
Help the client visualise the benefits – linked very closely to the two points above, you must help the client see the advantages and benefits of your solution and build excitement around it.
Balance your communication style – a good conversation requires give and take. You need to ask your questions but also allow time to let the prospect talk so that you can fully understand their situation. Good listening will help shape your questions as the conversation progresses.
Build rapport – people buy from people they like. Focus on relationship building and your sales conversations will go a lot smoother
Plan to succeed – go in to every conversation with a plan to succeed in place. Going into a conversation well prepared you will be much more likely to make the sale.