Having a conversation with someone is a pretty straight froward process, but conducting a successful business conversation with a potential buyer can be tricky. Often, some of the habits and mannerisms we are used to in our day-to-day conversations can hamper or even kill sales opportunities.
# 1: KNOW ‘WHY’
Before sitting down with the client for a business conversation, it is essential that you be absolutely clear in your mind as to what you are trying to achieve out of this conversation. Start off by asking yourself these questions:
- What do I want to achieve today?
- How far am I ready to negotiate?
- Am I providing enough value to the customer?
It is important that you know why you are having this conversation with your prospect. Every business conversation has an agenda – whether it is getting to know your prospect better, or trying to elucidate the benefits of your product and how it can help their businesses. When you know why you are having the conversation in the first place, it will be easier for you to take it forward.
#2: TELL THEM WHAT YOU HAVE HEARD
One of the first lessons of sales is to talk less and listen more. This habit helps you to gain a better understanding of what’s plaguing your prospect, how your product or service aligns with his need and expectations and to decide on your negotiation terms . Listen closely to what they have to say, and before offering up your thoughts and solutions. Quickly recap what they have told you; by paraphrasing what they said, you not only show that you were listening intently, but also prevent yourself from moving forward on misconceptions or misguided understanding.
#3: PLAN MOVING FORWARD
After each conversation with your prospective clients, make it a habit to maintain notes on all that happened, the outcome of the conversation, and also mark down the dates if you should get back to them to take the conversation further. As pointed out above, every sales conversation needs to have an agenda; by keeping track of each conversation and logging it in your records, you will have enough information to build your pitch. Use each conversation as a stepping stone to closing the deal.
More importantly, keep track of what happened in your sales conversations. Use Salesvue to make the next conversations more meaningful.