Sales Professionals... Are You Engaging In Proactive And Real Conversations?Aug 02, 2021
"If you want to be a good conversationalist, be a good listener. To be interesting, be interested."
The way you open conversations has a direct impact on what happens next. The direction of those conversations along with the strategy behind those conversations; all will have a direct bearing on one thing... a potential sales opportunity.
"You never know when one conversation will lead to exponential sales growth."
Just curious... How many of you in sales engage in real, genuine, and meaningful conversations with your clients?
For many, you rely upon scripted questions and answers that you exchange, as your words resemble a tennis match.
Conversations build relationships, and relationships build businesses.
Real conversations require complete participation. It requires you to be present. Genuine or even meaningful conversations are invitations, an invitation to "what is really going on" unfolds during the conversation.
Question for many of you out there... How do you achieve authentic, meaningful, genuine, and real conversations with your clients? Simple, you let your guard down and stop acting like a salesperson.
Engaging in real conversations requires you to be in the moment.
When salespeople embrace vulnerability, allowing the conversation to flow; entering a realm of uncertainty, the likelihood of genuine engagement has skyrocketed.
How comfortable are you making your clients feel about you, so in return they become comfortable enough sharing their uncomfortable business concerns?
A real and meaningful conversation is a business adventure into the unknown. This is where you allow the conversation to flow, unscripted, not guarded and you welcome in what you uncover. This is where new possibilities and opportunities to help await you.
"Be brave enough to start a conversation that matters."
In his book, "Together: The Healing Power of Human Connection In A Sometimes Lonely World", American physician and author, Dr. Vivek Murthy challenge us to ask ourselves questions like:
“What was it about that conversation? Did I have a breakthrough moment where I let my guard down? Allowed myself to be vulnerable and was real with the other person? Or was it that they did that with me? And by being vulnerable they actually empowered me to be the same with them?”
Think about this for a moment... This is why selling from the heart professionals are brave enough to start proactive conversations that matter. What about you?
PROACTIVE CONVERSATIONS - WHAT DOES THIS LOOK LIKE?
First, let's examine the difference between reactive and proactive conversations.
Reactive - It’s something you haven’t planned for and something that has caused you to respond in an unforeseen manner. The result is often defensive in nature, after the fact.
Proactive - You prevent problems before they arise. You're answering questions before they ask you. You work with your clients and have an open conversations about issues important to both of you.
Sales professionals understand that proactive conversations are planned, purposeful and deliver on their promises.
Proactive and real conversations set sales professionals apart from sales reps.
A few benefits of proactive and real conversations:
Shows You Care — Sales professionals dedicate the additional time to provide insights and creative ideas for their clients, to help them grow their business. They do this because it sets them apart from all the other empty suits.
Builds Trust — In a post-trust sales world, the proactive conversation shows that you are invested in their business growth. Sales professionals closely monitor their client's businesses and routinely engage with knowledgeable insights to help them cast a vision about their business.
Prevents Future Issues — Sales professionals make sure there are no surprises. You can say they prevent their clients from "making a mountain out of a molehill". In proactive conversations, you will gain a better understanding of their needs and pain points before they turn into issues.
IT IS ABOUT PROACTIVELY GETTING TO KNOW YOUR CLIENTS
The single best source of help is your clients. Engage with them. Ask them questions. Learn something new about them. What is really going on inside their business? These become conversation starters when it comes to prospecting for new conversations with future clients.
Sales professionals understand their clients, their business and their competitive landscape?
Are you someone who truly cares about improving your client's business lives? Do you give a rip about them?
How can you improve the business lives of your clients? Quite simple, just ask them. Make it about them.
Salespeople... You won't get to the close of a sale unless you open the conversation correctly
Getting to know your clients starts with proactive, intentional curiosity-driven conversations.
It is about engaging in conversation with great questions. It starts with...
Tell me more...
In addition to that, what else?
Imagine for a moment, what would happen if...
Insert these into your question starters and watch what starts to happen.
Engaging questions lead to engaging conversation which leads to relationship building
Whether it be digital or face to face, proactively engaging in conversations will catapult your sales success.