Dear Luminous Leader,
As business owners we want to get the most from our sales resources. The way we communicate with our potential customers or clients needs to be clear and effective. Your sales conversations, whether in person, online or some other way, need to connect.
Here are 5 to have better sales conversations...starting today.
1. Get your prospects to mirror your talking speed.
- Instead of you subtly imitating their way of speaking, tone of voice and body language.
2. Use powerful language during sales conversations such as:
- Imagine - Jumpstarts the prospect’s imagination.
- Successful - Compels the potential buyer to succeed.
- Their Name - Seeing their name makes them feel important.
- Decisive Language - Words like "definitely," "certainly," and "we can do that" show your confidence and commitment to their satisfaction.
3. Use visual storytelling by replacing your white papers and other written documents with visual material that stimulates and helps them see how your solution can support them.
- Along with the visuals include actual stories or testimonials to demonstrate how your solutions have benefited others.
4. Your sales conversations should make potential customers feel like they are in a coffee shop talking with a friend.
- It should be a back-and-forth conversation, where each of you speaks without interruption from the other person.
- Use a pen and pad while you have an interactive talk with your prospects.
5. Stop pitching. Instead, ask open-ended questions and truly listen to their answers.
- Ask the right questions at the right time to help the prospect see the value, consider options, and evaluate the offer to see what is best for them.
Until next time,
~CBB