Sales is the heart of a business and a determinant of a company’s profitability. This is the reason why companies send their sales staff on multiple training programs to help them learn the tips and tricks of the game. Likewise, 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.
Clear Two-Way Communication
All parties in a communication have two roles; being the speaker as well as the listener. So, in order to present a logical and relevant solution that will be accepted by your prospective client, you first need to listen to the problems and the requirements of that client.
Jumping right in and presenting them with a solution may result in a flawed problem identification process and as a result, an incorrect judgment and solution proposal which might be the opposite of what the client was looking for.
Asking Open-Ended Questions
Qualitative reasoning is what sales reps should aim for through the questions they ask prospective clients. Why? This is because it does not bind the respondents to a simple “Yes or No” answer. Instead, it allows them to answer the question in more subjective 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 clear insight into the thought process of the individual, allowing you to clearly identify the problem and present a relevant solution.
Customizing the Solution to Cater to their Need
Solution selling training 101; another reason why you should ask open ended questions is because not every client you come across will have the same problems and the same solutions to solve them; that is what makes every situation unique.
Successful sales reps do not present a generic solution to all the problems people might be dealing with. They extensively question people to get an in-depth understanding of a problem after which, they fit in their product in the solution, giving the client no option other than to accept their well-thought of proposal.
Honesty is the Best Policy
If this might not have been bought up in any solution selling training session you were a part of, let us tell you that this can actually make or break your career in the sales industry. Seriously! Nobody likes a person who lies to get what they want.
Many a times, the solution you are offering might not be what the other person is looking for. Instead of forcing the other person to avail it at the expense of communicating incorrect information and making false promises, you should be honest and admit that it might not be in their best interest to choose you. Always remember that in order to cover up a lie, you will have to come up with another lie; it’s an endless cycle! Also, nothing is worse than the client finding out that you lied to them. It could cost you your job as well as your reputation.
To show your prospective client that you have been 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”.
Additionally, use it in combination with questions as a means to recap whatever the client has said. At times, there is a lot that has been said and on some occasions, even the best listeners and note makers may miss out on or incorrectly note down what was said. This can help you clearly identify the problems and requirements of clients and to present a solution based on this information.