Effective sales conversations occur when an interaction ultimately moves the sales process forward. How you get to that point revolves around the application of skills, behaviors, processes and avoiding typical sales pitfalls. All of these will be covered in this blog.
Effective sales conversation are client focused, meaning your angle isn’t to sell in order to make sales – we sell because we know we can meet a client’s need and make their lives easier and better. Focusing on the end, the sale, distracts a sales person from the activities that need to be carried out in order to make a sale. Without a client focus a sales person is doomed for failure. A sale can be made by not focusing on the client's needs, but repeat sales and client loyalty will generally be impacted.
Effective sales conversations align with the client. This means that the sales person can read the “buying tendencies” or behaviors of the client and adapt how they approach that client so their style synchs up with the clients. Not understanding a client’s style and adapting appropriately can lead to longer sales cycles, reduced trust and loyalty from the client, and of course, a lost sale.
Upcoming posts will include details on the above concepts and provide real tactical tips for sales people to immediately apply in their daily sales activities. The next two posts will deal with "sales call openings - tactics to avoid", and "to script or not to script".
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