Have your sales conversations been flowing as well as you'd like? Are you working hard to get them, yet they don't seem to convert?
It's not always easy to get sales conversations, so when you do, you must make them as effective as possible.
As a business owner it's critical to the success of your business that you have good sales conversations. Unfortunately they don't always go as smoothly as we'd like and sometimes even though they may be a great client, we don't always close the sale.
Let's eliminate that problem for good and in these 5 steps I'm going to make it a little bit easier for you for the next sales conversations you have.
Click below to watch or keep reading:
Step #1: Prepare
The first thing I'd like to recommend is to take a look at your offerings and have them written out. Have them written out so that when you have the sales conversation you have the exact program, pricing and details of what you'll be offering in front of you when you speak.
The second part of preparedness is to have a clear picture of who the potential client is before you get on the phone. I recommend that you have an application that screens your prospects in advance of the call. (You can see how I do it by clicking here – and check out my application questions as well).
Step #2: Relax
Sales conversations are about making a connection. If you think about it, the only way to create better rapport with a potential client is to relax and be yourself. This isn't the time to be someone you're not, it's the time to talk openly and honestly about how you can support them with where they are right then and there.
If you're not comfortable in what you do, what you offer and how you help and they'll feel at ease and confident that you're the person who they should hire. If you're nervous, speaking too fast, not prepared or not comfortable in how you can help them, they'll see right through that. Relax. Know your value. Know how you can support them.
Step #3: Write
Write up on a sales page or PDF what your service offerings are and give them access to it while you're on the call. Some people like to visually review your offering. A simple way of providing that to them is to provide a url of your program offering during your sales conversation. This way they can read it while you're reviewing the details of the program. Another way of helping the conversation flow much easier.
Step #4: Reflect
In this step you want to reflect back what's been said. It's a simple method that allows your ideal client to know that you've heard them. When they state what they're going through simply say, “Now I heard you say that you're dealing with….”. This allows you both to be on the same page. Do it before you make the offer so that if there's anything they may have missed sharing, they'll have that chance to explain it right then and there.
Step #5: Serve
Come from a place of service. Don't push them into a sale. Make sure that you're making an offer from a place of being able to and wanting to support them with what they need in that moment. Pushing a sale almost always backfires. Show and tell them that you're there to help them and if they're not an ideal client, have the courtesy of telling them that as well.
Those are five simple steps to improve your sales conversations. Now I'd love to hear where you struggle with yours? Is this an area of your business that still needs some work? Let me know in the comments below.
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