What NOT to Bring into a Sales Conversation
For those that want to skip to the bottom line . . . the best thing to bring into a sales conversations is nothing.
WHAT??? Why would I suggest such a thing? Here’s why . . .
You’ve rehearsed your sales conversation a million times in your head.
You know the questions to ask.
You’re dedicated to listening to determine your prospects pain point and needs.
You know the benefits your product/service provides, and you know how you’ll make your offer.
Everything is set.
All important parts of a sales conversation, right?
Parts you should practice, hone, refine, and then practice some more. And, I agree. However, no matter how refined your sales conversation skills become, there’s often one or a combination of the following that sneak in just before you greet your prospect that can sabotage the entire conversation.
Rejections, let-downs, or disappointing memories from previous sales conversations… Ultimately, every sales conversation ends in two ways – yes or no. And generally, you more easily recall all the conversations that ended in no, rather than yes.
Put the scorecard aside. Begin this conversation with a clean slate. Have this conversation as if it’s the one and only. You never know with certainty how a sales conversation will go. If you enter into it feeling discouraged, beat-up, or trying to plan and anticipate all the twists and turns that may happen (which by the way rarely do) you will NOT be present in the conversation and miss key opportunities.
Your thoughts about what you THINK they’ll buy and their financial limitations is a big one…This is a poor attempt at mind-reading. When you do this you project your thoughts, beliefs, emotions, personal experience and perhaps even your financial circumstance onto them. When this happens YOU covertly become the focus of the conversation, not your prospect. Which again will cause you to miss opportunities and create unnecessary roadblocks along the way.
Set aside what you think you know, even if it’s something your prospect said to you before the sales conversation. Be genuinely curious. Ask questions to fully understand their situation and needs. Listen. Dive deep into their situation with meaningful, purposeful questions. Listen some more. In your response, mirror their answers back so they are acknowledged and understood. And then listen some more. You’ll gain more through an authentic conversation than just a sale.
Leave these 3 saboteurs at home. In fact, stop feeding them and they’ll go away and make a habit of showing up empty and fully present.
When you do this, you’ll close more sales conversations and create the best Freakin’ Awesome clients you can imagine. Relationships that will pay big dividends for years to come in the form of repeat business, glowing testimonials, and awesome referrals!
In sales . . . you MUST be PRESENT to win!