Many people in business are absolutely petrified of sales conversations.
It’s the Britishness in us, we’re programmed to be polite, to give more than take, so asking for something is hard, for most at least.
But what most people don’t realise is that sales conversations are one of the biggest gifts that you can give your prospect.
Most people don’t enough time with a prospect to understand what their needs and wants are.
It is literally that simple.
Most sales conversations are all ‘me, me me’ when they should be ‘you, you, you’
If a prospect calls you then they’re usually calling you when their hair is on fire, when they’re in a crisis and they really have no clarity on their own situation or what’s going on for them.
They need your help because they’ve assessed their needs and found you.
But most sales conversations just provide the solution at this point.
What you should do is spend some time listening first finding out why someone wants something and not what that something is.
So let’s switch the title around and not call them sales conversations.
It’s really a service conversation.
Talk to your prospect and really dig deep into what is going on with them right now, and what do they want at the end of the conversation.
It’s only with these two pieces of information that you can find a solution to their inherent problem
Focus on just one thing, what is their desired outcome?
The big gift that they walk away with is clarity about their situation.
When you can assess what they want or need well then also provide a solution, only then will the prospect have clarity.
So have that deeper conversation as it will make all the difference in their world.
You’ll gain not just a customer or a client but a repeat customer and lifelong client.