How to Convert More Sales Conversations
March 27, 2014
Networking…social media…phone calls…hosting teleseminars…speaking
Let’s face it, your business is about getting leads, building your list and lining up sales conversations.
You’re probably spending a lot of time working to generate opportunities and when you finally have a strategy session it feels exciting and unnerving at the same time.
There’s a lot riding on that conversation. If they close you’ve got a sale. If they don’t then you were just inches away from a new client and came up short.
It’s discouraging to do all that work only to end up without a new client.
That’s why it’s key to work on your sales conversations and here’s where to start.
- Stop Pressuring Yourself
If you’re doing a good job marketing then there are always going to be more leads coming your way. Most people put pressure on themselves because they are anxious that they won’t get more opportunities. Remember that there will be more. Don’t get hung up on this one sale being a make or break situation because it’s not.
- Use a Questionnaire
Prior to all of your Strategy Sessions you should make sure you know as much about your lead as possible. The best way to do that is to create a form on your website where leads can apply to speak with you.
You can see an example of what I’ve done in my questionnaire here.
When designing yours make sure you ask pointed questions that help to qualify the lead even before you speak with them.
- Be Clear About THEIR Desired Results
Mostly importantly when you do have your sales conversation you want to be as clear as possible about your prospect’s desired results.
Ask them to tell you what they want, what happens if they don’t achieve their results and what happens when they do.
Your job is to help them realize that you have the solution to help them achieve the desired result they want and without you it may take them more time, cost them more money, stress or frustration.
When you’re confident in the results you provide you can have more successful sales conversations.
Now it’s your turn. I’d love to hear where you struggle with closing your sales conversations. Feel free to let me know in the comments below and I’ll be happy to reply.
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