4 Simple Ways to Improve Your Sales Conversations
September 17, 2015
Do you hate having sales conversations?
Like you do everything in your power not to have them and wish that you never had to do them.
I know that feeling completely…
You see, back in the old days after just giving birth to my daughter, I took a sales position selling insurance to medicare recipients.
At the the time we were nearly broke.
My second child was 3 months old and with two in child care (and mounting bills), I needed to get a job that helped pay the bills.
So I took a sales position and being low man on the totem pole, was given a territory in a city where 90% of the residents spoke only Portuguese.
Now not only do I not speak Portuguese, I was completely new to selling.
But desperate to make money I took the job because I really didn’t have time to look for anything else.
As it turned out – I’m glad I did, because within a few months I was the #2 sales person in our division.
So how did I go from not knowing how to sell to people who didn’t speak English, to the #2 sales person?
Simple – I came from a place of service vs. selling.
And that’s what I want to talk to you about today — the difference between pushing yourself on potential clients and selling to them in a way that makes YOU and them uncomfortable, versus serving them so they know you want what’s best for them.
Because I know how important selling is to your business, I’d like to give you a few pointers about how to improve your future conversations:
Tip #1: Always approach your sale with the attitude that you want to do what’s best for the potential client. This means you need to spend time with them and really understand where they’re coming from BEFORE you make your offer.
Tip #2: Ask questions that allow you to fully understand the problems they’re currently having. Find out what they’ve tried. What’s worked and what hasn’t. Also find out what’s keeping them up at night. The more you know the more you can accurately recommend what they need.
Tip #3: Don’t assume every sales conversation is going to be a sale. Now don’t get me wrong here. I teach my clients to get as many qualified sales conversations as possible. But sometimes the person you’re speaking to isn’t completely right for you as a client – or right for you at the moment. They may just need to percolate on what you’re offering and come back to you when it’s really time for them.
Tip #4: Never ever push a sale. Every time I’ve pushed a sale on someone who is absolutely not ready I’ve regretted it. I’m not like the sales people who keep going until they get a “yes”. I use my intuition to sense when it’s time to back off and when it’s time to move ahead. Sometimes someone needs a nudge. Other times they really need your understanding that this isn’t the right time. When you back off they’ll respect you and often times come back to you when they’re ready.
Have a lot of sales conversations. The key to all of these tips is that you must have a lot of them to help your business take off. When I made it a regular activity to secure 5 sales conversations a week, I did it and still do them with high frequency today.
So here’s the wrap up – when you come from a place of service and offer your services to those who most need them, you can move from a feeling of desperation to a place of helping someone who needs you most.
Make having sales conversations a regular part of your schedule. Block out time to do them every week and even if possible 3-4 times per week until your business is full.
Because bottom line…if you want more clients, you must have as many sales conversations as possible. And if you want to get really wonderful clients you need to master the art of these conversations.
So the more you have them and the better you get at doing them the more you’re going to master this necessary skill for your business to help you get all the clients you need, any time you want.
Go ahead, write these pointers down and start using them! Because I really want you to get great at getting clients and the best way I know how to do it is to have as many sales conversations as possible.
And if you want some hand-holding, and want to improve your sales conversation approach as well as learn how to get up to 100 sales conversations every month – then you just have to register for my next event.
Talk & Profit LIVE! https://jeanniespiro.com/sp/
It’s coming up fast and seats are filling quickly! Plus, I don’t want you to miss out on this really special offer – This event is half off when you register beforeSeptember 30th.
But you have to act now though, seats are going fast. (This email is going out to over 10k people.) I have a cap and can only fit 60 people in the room (and we’re over halfway full now).
The reason why is because I create an intimate almost one-on-one type workshop so you can actually work ON your business. This isn’t an event where there’s a HUGE sea of people and you leave feeling overwhelmed.
Come join me so I can share with you many more ways to create a successful and profitable business – especially one that’s more freedom based (because there’s nothing better than the freedom of creating a rock solid business that let’s you work anywhere you like and earning 6-figures at the same time!
Don’t be kicking yourself because you waited – okay ?
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