“I had ambitious sales goals for this program – but I more than doubled my sales during the 90 days, and I'm more confident in my sales approach. Making those calls every Friday made a huge difference in my results.” Karen, Ottawa
As a salesperson, you already know the power of questions. And you already know that asking your way through the sales conversation is always more effective than trying to talk your way through it. You need to stop thinking presentation, and start thinking consultative and purposeful conversations.
There are 8 critical components of the sales conversation. And because we know that conversations are dynamic and fluid, we show salespeople how to follow the conversational flow while still maintaining control and ensuring that each component is addressed.
The result is a natural sales conversation that builds confidence, trust – and results.
A purposeful sales conversation is an interactive dialogue. Rather than a one-way presentation, this process lets you explore, collaborate and co-create solutions with your client. Instead of pitching your client, you're coaching them towards a solution. And instead of making feature/benefit statements, you're asking thought-provoking questions that get to the heart of your client's situation.
The result? Your client stops thinking of you as a salesperson, and starts thinking of you as a valued advisor they can trust. And they're happy to invest their time and their money with you, because you're providing more than just a product or service – you're providing value.