So you’ve got a prospect on the phone.
You know they’re qualified.
And you know that they seem to be a great fit to work with you.
So, you want to begin a sales conversation with them so that you can learn if you’ll be working together. How do you do this?
By planning in advance. Expecting it to go a certain way, and letting THEM lead you down the path.
In this quick article, we’ll show you exactly how to do that and what to say to move through the various parts of the conversation.
Respect Your Prospect’s Time In The Beginning.
It’s great to build rapport for a few minutes. It helps people “get warmed up.” But after 2-3 minutes it’s time to move into the next phase of the conversation.
We use a script (tailored for each client) like this:
“What will be most efficient here is for me to ask you some questions about where you’re at.
I want to know what’s going well, and what’s not going well.
That way if I can help, I’ll know what will do that. Sound fair?”
We say “efficient” because that indicates that that will save them time and show them that we respect their time.
Focus THEIR Needs, Not Your Features
Nobody wants to hear about you. They want to talk about themselves. So instead of droning on about your features, dial in as to WHY they need you, WHAT they want to happen as a result of this. You want to understand what they’re doing and you want to understand what’s really happening in their business.
How would you feel about a Doctor that said “What you need is Xanax,” and then told you all about Xanax..if you came in with a broken arm?
You’ve got to diagnose what they need as part of the process.
That takes some time.
Focus On Their Best Interests
When you do this – and mean it – the clients you work with will have tons of patience with whatever questions you want to talk about.
Chances are, most qualified prospects that get to talk to you will need some help in a way you can provide. So, offer what’s in THEIR best interests. Summon up the reverence for what they’re doing.
If you believe – truly – that a new customer is best served with a very expensive product, then make the case and offer it. If you believe – truly – that a customer isn’t a fit, that’s fine too (though that should be a quite rare exception).
In order to sell successfully, you must be convicted. You must believe that your offer is better than having money and will help your clients more than that.
Focus on Next Steps
A sales conversation goes well (or poorly) based on you getting specific with next steps.
You should always go into your conversation with an intended outcome: a sale via credit card, or something.
If the next step is a proposal, talk to your client about when you can present your proposal.
When the next step is another meeting, get that scheduled, and not just talked about.
Think of yourself as a guide. Walking them through a preplanned thing.
Conclusion: Them, Not You
When you focus on your needs, your business, your features, it’s hard to keep clients interested.
When you focus on what they need, with questions, with curiosity, you have a much better chance of making something work great.
Or you can hire us to do this for you.