Based upon business sales training best practices, here are five components of every successful sales conversation that will let you know what it takes to be a force to be reckoned with.
1. Clear Two-Way Communication
All parties in a communication have two roles; being the speaker as well as the listener. In order to present a logical and relevant solution that will help your prospective client, you first need to listen to understand their exact situation.
Presenting a solution without understanding what matters most to them is not the way to help clients to succeed. It is acting like an order taker, not like a solution seller.
2. Asking Open-Ended Questions
Open-ended questions do not bind respondents to a simple “Yes or No” answer. Instead, it prospects to answer the question in more subjective and insightful terms.
Instead of asking, “Is the product/service working fine?” you could ask, “What issues are you facing regarding the product/service?” This will give you a better window into the thought process of the individual, allowing you to clearly identify the problem and present a relevant client-centric solution.
3. Customizing the Solution to Cater to their Exact Needs
Solution selling training 101; another reason why you should ask open ended questions is because not every client will have the same problems that can be solved by the same solutions. Every situation and client has something unique about them.
Successful sales reps do not present a generic solution to all the problems people might be dealing with. They ask effective sales questions to get an in-depth understanding of the problem after which, they adjust their approach to provide the most value to the client.
4. Knowing Honesty is the Best Policy
Nobody likes a person who lies to get what they want. Instead of making false promises, top solution sellers are honest and admit that it might not be in their client's best interest to work with them. If you put your client's best interests first, you will always be honest and transparent with prospects.
5. Affirming What Matters Most
To show your prospective client that you have been actively listening to what they have been saying and to make sure that both of you are on the same page, show your affirmation either in the form of visual cues, such as nodding in approval, or by verbally voicing it, such as “ok” or “got it.”
Whenever it makes sense, ask clarifying questions and recap what you have heard to see if you are tracking.
The Bottom Line
As you plan for your next sales call, think about how the right sales approach can create the conditions for a mutually beneficial deal. Are you prepared with sales questions that could positively impact your buyer's receptivity?
To learn more about asking the best sales questions for every client meeting, download The 30 Most Effective Sales Questions to Get Right When Selling Solutions
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