Perfecting the Art of the Sales Conversation
We’ve all heard the adage that admitting you have a problem is the first step in fixing it. If you are in the business of sales there are probably a lot of things you could be doing better.
Even if you feel as if you are a pretty competent sales person, it is likely that you could still improve when it comes to having sales conversations. To find out what exactly you could be doing better, ask yourself the following questions:
- Do I talk too much?
- Do I fail to talk enough and therefore relinquish control of the conversation?
- Do I give the impression of being unsure about the needs of a business?
- Do I seem too eager?
- Am I always prepared so as not to waste anyone’s time?
- Do I lead buyers and prospects to make decisions solely based on price?
- Do you become flustered when any objection to price arises?
Chances are you answered yes to at least one of these questions. So now that you have acknowledged one or more areas where your sales conversations could improve, what can you do about it?
Focus on Relationship Building: At the end of the day, people prefer to talk to and buy from people they like and respect. Before you even begin to think about selling it is important that you build a rapport with the person you are talking to. Things will go much more smoothly after that
Understand the Problem: You’ve heard it many times but you must understand a buyer’s pain before you can help to alleviate it.
Show Value: It is crucial that you emphasize the benefits of your product or service. Unless a prospect believes that what you are selling is valuable they won’t buy it.
Use the Power of Visualization: During your conversations with buyers and prospects it is important to always help the person you are talking with see how much better things will be once they use your product or service. If they can imagine it, they will be more willing to buy it.
Business development does not take place without sales. And to make the most sales possible you must know how to have effective sales conversations.