5 Ways to Win Your Sales Conversations
5 Ways to Win Your Sales Conversations
Whether you’re new to business or more seasoned in business, it can be easy to end up in a sales rut. You may be so used to having the same sales conversations – getting on the phone and possibly getting rejected – that you’re not putting as much value and soul into HOW you’re selling.
Sales is a service.
Sales conversations shouldn’t feel sleazy. They also don’t have to be full of pressure. You should feel excited to have really collaborative sales conversations and that they are in integrity with your values and your potential clients’ values. Read on to learn how…
1 – Be intentional.
The first place to start in order to win your sales conversations is to start with your mindset. By getting super clear on your intentions with sales, you’ll have the confidence you need to steer the conversations in the right direction.
Now, consider that setting your intention has two parts. First, you want to set your intentions before the call. This is your opportunity to remind yourself of not only your intended outcome but also your boundaries. A few great questions to ask yourself are:
- Who am I?
- What do I have to offer?
- What is the purpose of my service?
- How will I honor myself and my business during any negotiations that may arise?
Once you’ve spent a few minutes building rapport on the call, you’ll want to set the intention by restating the purpose of the call and asking for permission to proceed. This primes them for what’s to come, but also allows those who were mistaken about its purpose (a sales conversation) to end the call at that time.
2 – Listen more than you talk.
Have you ever been in a sales conversation where you were talked OUT of the sale? That’s exactly what you want to avoid – overwhelming potential clients with too much information. People want to feel heard, so be sure to give them time to fully explain their current situation. I like to tell them to take 5 minutes to tell me what they are experiencing, so they feel encouraged to go deep.
This is your opportunity to take notes and really understand what their needs are. Understand that as they speak, they’re also processing things in their minds. They may even start to ramble – which is a good thing! This gives you a deeper look inside, allowing you to get to the root of the problem and how you can best support them.
3 – Ask the right questions.
Be sure to ask a lot of questions in sales conversations, but be strategic with them. Surface-level questions like “What’s your budget?” and “Have you thought about this long?” don’t help you to establish your value. Instead, ask questions that help you to better understand their vision – because that is the solution they want you to create.
Some of my favorite questions to ask are:
- Where are you trying to go? What are you trying to create?
- What is your strategy to go from A to B?
- What’s the cost of not taking action on this?
- How important is this to your company?
- How urgent is this?
Resist the urge to throw out solutions. Continue to probe deeper so you can better understand how this is affecting their company (and lives) on an emotional level. Once you fully understand their pain points, you’ll be fully equipped to present your offer.
4 – Recap and customize.
The key to presenting your offer in a sales conversation is to begin by recapping what you’ve heard and customizing your offer to their specific pain points. Your potential client needs to feel that you understand them completely AND that you have the right solution for them. Now if your solution is not the right fit, it’s good practice to have a referral in mind to continue to establish a mutually beneficial relationship with the potential client.
Once you’ve recapped, share with them how your solution will help them to achieve their desired outcome. It doesn’t have to be salesey – you are simply sharing your solution with them. Be prepared with all your package and pricing information so that you’re confident when asked questions.
Bonus tip: Practice saying your pricing to a friend to help build up your inner confidence.
5 – Ask for the sale.
The last and final step in a sales conversation is the easiest but often the most resisted step. True, some clients will say “Let’s get started!” but most won’t. People want to feel invited to work with you, so get comfortable with this part of closing the deal.
You’ve done all the work. You answered all the questions. Now it’s time to ask them, “Would you like to work together?”
It’s so simple, it’s easy to forget. So make a commitment to yourself to always ask for the sale before the end of every call.
Every sales conversation is an act of service. They don’t have to be pushy or sleazy – they are meant to be authentic. Using the 5 steps above, you’ll become better at sales and your business will better for it.
Are you ready to close more deals, opportunities, and clients in your business? Click here to learn the simple sales skills you need to close more deals with integrity.
CEO & Founder
My clients hire me when they’re overwhelmed, burned out and exhausted from burning the midnight oil without the results to show for it. They realize that wearing busy as a badge of honor didn’t work for them in the corporate world and still doesn’t work as an entrepreneur. I coach my clients and their teams on how to develop their intuitive leadership to make quicker decisions, take bolder actions and shift into a leadership style of authenticity.