You ever have a great conversation that changes the way you view things? You know, the type of conversation that makes you use everything you’ve learned, makes you take a stand, and leaves you feeling refreshed. Ever have one of those?
Did you know that you could have one of those conversations when it comes to your business?
Yes you can.
Engrossed in conversation
It begins with you believing that every sales call is an opportunity to have a conversation with your customer/client. You must believe that this sales call will challenge they way you think and provide you with an opportunity to educate the other participant(s). In order to have a successful conversation you have to believe in yourself, your product/services, and in the best interest of your customer.
You have to believe.
A conversation is a dialogue, not a monologue. That’s why there are so few good conversations: due to scarcity, two intelligent talkers seldom meet. – Truman Capote
Anatomy of A Great Conversation
Close your eyes. Think back to any of the great conversations you have had in your life. What components did they have in common? How did you feel during them?
I bet as you look back through your conversations you will find that the common components were:
- Having time.
- Asking great challenging questions.
- Opening your personal filters to accept new opinions.
- Allowance for a natural flow – give and take.
- Listening.
- Trust.
Notice what is missing? Intimate knowledge of the other participant who is part of the conversation. Granted that most great conversations are with family members and/or friends, there are times when they are held with complete strangers. When they are held with strangers the same components apply.
A conversation goes sometimes into personal things and that’s nicer. You look to each other and you have a different picture, you get into a relationship. – Maximilian Schell
Practice + Sales Call = Great Conversation
So how do you make a sales call into a great conversation? Well you must have the same components! To have those same components you have to practice!
You need to believe in what you are going to ask, say, and demonstrate. They only way to get this belief is to practice. Practice your sales call in front of a mirror, practice on your family, and practice on your friends/colleagues. When you practice with others it should not be a “you speak, they listen” approach, instead it should be in the form of a conversation. This will help you test your questions, respond to objections that might arise, and… practice listening.
Now, I am sure you a saying to yourself, “Hey! Aren’t conversations supposed to be natural and not staged? What is up with all this practicing?” The answer is yes, conversations should occur naturally. The reason to practice is for you to know when and where you will introduce your product’s benefits for your client. Through practice you will sound natural when you speak about your product information.
Practicing with your dog counts!
Some of the best comedians present their comedy in a conversational way instead of the old setup and punch line. As you watch them it seems as if they are bringing up all that funny stuff from the top of their heads. The secret as to why it comes of so natural… practice.
The same is true in discussing your products/services with your clients. If you do not practice then you will come off as pushy. You will not truly listen to your client; instead you will only be waiting for your turn to speak to pitch your product. In comedy they call that crow barring in a joke. In sales it is called being obnoxious. The result is failure either way.
Through your practicing you will be confident in yourself, you will believe, and that will build trust, allow for a flow in the conversation, and help you deactivate your personal filters so that you are open to the needs of your customers. When you do speak you will present your information naturally as if it is a part of your personal belief system.
A man’s character may be learned from the adjectives which he habitually uses in conversation. – Mark Twain
Applicable To Any Sales Call
Obviously there will be times when you cannot have a conversation because the other party is just not interested in having one. You will find that to be the exception though as you will be actively engaging with customers that truly desire to be helped and want a conversation that provides it.
Your goal should be that every sales call is a great conversation no matter if it is in social media, in person, webinar, or over the phone. It can be done through practice.
