Sales Professionals Facilitate Conversations, Sales Reps Interrupt Conversations, Let This One Sink InJul 26, 2021
"There is no such thing as a worthless conversation, provided you know what to listen for. And questions are the breath of life for a conversation."
James Nathan Miller
Are you a conversational encourager or are you a conversational stealer?
Sales reps who take over conversations poison their own well and damage their goods.
When you interrupt the voice of your customer, you lower their belief in you.
Sales reps are self-absorbed in their own speak, sales professionals absorb themselves in their customers speak.
Unfortunately, many in sales are self-absorbed in their own speech, as they enjoy hearing themselves talk. Without fail, they consistently find a way to circle back to their story, their product, their industry tenure, and their support.
I believe they don’t intend to be rude, but they sure do get blinded by their sales light, their own dramas, and sales crapola.
We live in a different sales world today. We're digitally driven, socially connected and mobile empowered. We can communicate and connect at lightning speed.
There are so many sales reps fighting to been seen but how many are truly breaking free to be heard?
How many are breaking free through the power of a human-centric conversation as opposed to an interrupted sales conversation?
Many and I mean many are hiding behind technology, spouting their wares through "faceless communication"
How many in sales right now are robbing their customers of conversations because they're too busy talking at them and not having conversations with them?
This rampant sales epidemic is brought about by empty suits, facades, and self-absorbed sales reps.
Self-absorbing sales reps further widen the trust gap...
- Self-absorbed reps love using the word "I" and "Me" throughout their interactions.
- Self-absorbed reps lack real empathy.
- Self-absorbed reps lack insight and self-awareness.
Sales professionals engage and connect because they truly care and are committed to building relationships through the art of conversation.
When you consistently interrupt conversations, do you ever stop and wonder what someone on the other end is thinking?
Maybe they are saying this...
"Stop trying to impress me. I can make up my own mind about whether I like you; trust you, or even believe you. You don’t have to make up my mind for me."
SALES PROFESSIONALS REALIZE GENUINE CONVERSATIONS MATTER
"It was impossible to get a conversation going, everybody was talking too much"
Is having a conversation a lost sales art? Furthermore, is having a business-focused conversation a lost sales art?
Are you a conversation facilitator or a conversation interrupter?
Conversations are the strongest sales tool that salespeople have in order to effectively build credible relationships.
Curious to know... When's the last time you had a conversation with a client or a prospect and you heard this...
“Wow, this was one of the best conversations I’ve ever had!”
Sales professionals facilitate conversations by making someone feel comfortable. They lean in and encourage conversation through curiosity and intentional listening.
Sales professionals understand that a conversation means they are delivering more than a message, it means they are inviting the other person into the conversation with them.
I believe healthy business conversations happen when your customers feel safe enough to discuss the “undiscussable”. This can only happen when you make them feel comfortable enough with you that in turn, they become comfortable sharing uncomfortable business issues or challenges.
You never know when one conversation will lead to exponential sales growth.
Conversations build relationships, and relationships build businesses.
People do not care about your canned pitches, interruptions, and the all about you messaging.
Stop pitching, puking, and pushing conversational crapola and start opening a human connection and conversation.
Sales professionals understand that engaging questions lead to engaging conversation which leads to relationship building.
SALES PROFESSIONALS AUTHENTICALLY LISTEN
Authenticity and being human, it's a choice. It's not easy, but this is the difference between just getting by and making it happen.
Take a moment and ask yourself what does it mean to be a human when engaging in a business conversation? It's hard work.
My question to every sales leader, sales manager, and sales rep out there... What has happened to authenticity and more specifically authenticity within your conversations?
It's not about you nor your company nor your wallet. It's about deeply and genuinely understanding the other person.
When you engage in conversation, remember the person you're in front of may be saying this to themselves:
- Do you see me?
- Do you hear me?
- Does what I say matter to you?
Sales professionals intentionally listen to facilitate deeper conversations, while sales reps listen long enough to interrupt conversations.
THE FINAL, FINAL
Conversations are the most powerful tool you have at your disposal to foster relationships.
Having meaningful conversations is something that can be learned, with focus, practice, and patience.
Let's all unite in how we connect to our customers to encourage healthy and meaningful conversations. This can only happen by truly giving a rip and inviting your customers into conversations, not pushing them away with all your interruptions.
Listen with intent. Listen with your heart. Listen to learn. This has a direct impact on your conversations.