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Want to have better sales conversations – Do this
If you& #39;re nervous, tense or otherwise find sales conversations with prospects unproductive, maybe you& #39;re overthinking things.
For your next sales conversation, try this approach instead.
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If you& #39;re nervous, tense or otherwise find sales conversations with prospects unproductive, maybe you& #39;re overthinking things.
For your next sales conversation, try this approach instead.
Kick things off by talking about whatever it is that the prospect wants to talk about.
You can literally start the conversation like that. “Hi, it’s nice to connect. What would you like to talk about?”
And then let that conversation go where it goes.
You can literally start the conversation like that. “Hi, it’s nice to connect. What would you like to talk about?”
And then let that conversation go where it goes.
Maybe it goes right to the customer’s specific problem.
But maybe it veers off into some completely unrelated topic.
Let me share a quick story.
I had a conversation with a VC the other day. The agenda was to get his advice on how to best explain my sales coaching services.
But maybe it veers off into some completely unrelated topic.
Let me share a quick story.
I had a conversation with a VC the other day. The agenda was to get his advice on how to best explain my sales coaching services.
VCs and angel investors are my ideal customer, but the right message delivered effectively is critically important.
(VCs get bombarded with emails and solicitations, and getting an audience and attention is difficult.)
(VCs get bombarded with emails and solicitations, and getting an audience and attention is difficult.)
Our Zoom call starts casually and then immediately veers into a long but fascinating back-n-forth about baking, pizza and a deep dive into different types of semolina.
This because I mentioned in my previous email that we& #39;re both bakers...
This because I mentioned in my previous email that we& #39;re both bakers...
Now I’m getting tips on where to buy #00 flour and seeing IG photos of his sourdough breads.
The conversation then shifts to genealogy, ancestors and where we were both from. Which goes on for at least ten minutes.
The entire chat is a pleasure. I’ve no idea where it’s headed.
The conversation then shifts to genealogy, ancestors and where we were both from. Which goes on for at least ten minutes.
The entire chat is a pleasure. I’ve no idea where it’s headed.
But it’s pure fun. And completely unexpected.
Then, 27 min into our scheduled 15 min chat he says, “Damn, I have to go.”
“Go," I tell him. "No worries.”
(Keep in mind that we’ve not talked about sales coaching at all.)
Then, 27 min into our scheduled 15 min chat he says, “Damn, I have to go.”
“Go," I tell him. "No worries.”
(Keep in mind that we’ve not talked about sales coaching at all.)
“Wait,” he says. “Tell me about what you’re doing again.”
I explain how I coach early stage B2B founders on sales. And investors aggregate those clients. And so I need the exact right message when I get in front of VC.
Which he gets. Instantly.
I explain how I coach early stage B2B founders on sales. And investors aggregate those clients. And so I need the exact right message when I get in front of VC.
Which he gets. Instantly.
And then responds with “I gotta go, but let’s set up another call with my operations person and we can walk through our portfolio to see what might fit. I have a couple of companies in mind.”
And just like that, a win. Huge, really. Far more than I could have hoped for.
And just like that, a win. Huge, really. Far more than I could have hoped for.
I know what you’re thinking. “But it’s a sales call. When do I talk about my product? Isn& #39;t that the point?”
Of course, you need to have a purpose. There has to be a point.
But if the point hinges on turning the meeting into a sale, that’s likely where the tension lies.
Of course, you need to have a purpose. There has to be a point.
But if the point hinges on turning the meeting into a sale, that’s likely where the tension lies.
First, you’re putting unnecessary pressure on yourself.
Second, you’re likely telegraphing that pressure back to your customer.
Don& #39;t make the call about making a sale. Make it about having a good conversation.
Be curious. Be interested. Be interesting.
Build on that.
Second, you’re likely telegraphing that pressure back to your customer.
Don& #39;t make the call about making a sale. Make it about having a good conversation.
Be curious. Be interested. Be interesting.
Build on that.
