The 4 Keys to Conversational Selling
I had a client ask me the other day…
What type sales system do you teach is it….? and went on to list almost
every popular selling system available today.
I’ll share my answer to him later on in this article but It really got me thinking…
I mean, Is this guy’s idea on how he should be selling representative of the way
most people think about sales systems?
No wonder everyone is so confused..
You see I have not only studied almost every system out there but I have actually tested them as well.
And do you know what works the best?
None of them…
Here’s what I mean and it’s pretty much the answer to my clients question.
I teach Conversational Selling.
Yep, being conversational, sincere, congruent
or how ever you want to say it trumps EVERYTHING.
It’s based on the STRIKE selling system that I teach my clients but more
importantly, it’s designed to simply help you to articulate what you do in a
way that potential clients see as an opportunity.
So the 4 keys to conversational selling are
How you sound, is a MASSIVE part of your success or failure in sales.
What mostly underpins tone is mindset. We spend a whole morning addressing mindset and
how crucial it is in the 1 Day Professional Sales Master Class. But in most cases how you think about
yourself, your product and your company will be the largest determinant of how you sound in a sales situation.
Eliminating sales cliche’s is so important in your sales process. One stray or careless word can totally
dis- engage a client and stop a sale dead in it’s tracks. I have not only seen this countless times, I’ve made the mistake myself.
In fact, I have an entire training I do on sales scripting which I plan on rolling out in the coming weeks.
I’ll also be covering it in my podcast.
I recently heard a story about a guy that wouldn’t let a client off the phone until he gave him his credit card.
This guy was clearly making HIS agenda more important than the client’s and subsequently he lost the sale
and a potential life long client. Being able to read the play is so crucial if you are going to be able to
sell conversationally and not turn a client off before you even get started.
Being able to see the underlying issues and not just looking at things one dimensionally, not only allows
you to be able to become better at creating massive value by uncovering what your client can’t see, it also allows you to be able to qualify or dis-qualify a client that might not be a good fit for you.
This skill is hard to teach but is also crucial for conversational selling.
I’m teaching a 1 Day Master Class on Selling next Month in Perth and I’d love you to join us.
To check out what I have planned, simply click here