November 11, 2016
Mastering the Art of Conversation for Sales
One of the keys to being a successful sales professional is being great at the art of conversation. But being a good conversationalist is not something that comes naturally to everyone, even the most extroverted people in the world. There are some special conversational considerations for working in sales. Here are a few tips from Cydcor staff on how to master the art of sales-oriented conversation.
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Start by building rapport. Make your prospect feel at ease with a little bit of small talk. You want your customer to feel you’re likable, which will make them more inclined to listen to you.
Match your prospect’s energy level. If your customer seems calm and cool, don’t bowl them over with aggressive enthusiasm. However, if your prospect seems like a more energetic type, then match their energy with yours. That way, you’re likely to create a better connection that can lead to a sale.
Ask questions. Find out what kind of aspirations your customer has or any frustrations with your competitor’s product or service. By doing so, you’ll be able to find ways to show your customer that your product is the best.
Ease into the sales pitch. Your prospect is much more likely to respond positively if you don’t just jump into “buy my product or service” mode. You’ll want to make your pitch with solid facts and an appeal to your customer’s aspirations and needs.
Listen. It’s tempting to stop listening before a prospect finishes speaking. You want to figure out a rebuttal to their “no.” But that’s not how you make a sale. But by listening well and doing some gentle probing, you’ll get to know what goals and needs your customer has.
Be sincere. Nobody likes a phony, and almost everyone can tell when someone is bluffing. Be yourself, and remember that you don’t have to agree with every single thing the customer says. Instead, try introducing one or two different points of view into the conversation; it’ll be more fun for both you and your prospect.
Don’t be obsessed with the sale. Have you ever been to a car dealership or a store and encountered a pushy salesperson that wouldn’t back off until you either bought a product or walked out the door? Don’t be that person. “Hard sell” tactics are a turn-off to most prospects. Instead, keep sharing information and appealing to their needs and wants.
Expect nothing, but be prepared for everything. Sales is a great and potentially quite lucrative profession, but it takes some time to become a real expert at it. Be patient with yourself and continue developing your unique skills to master the art of conversation—and conversion.
What tips would you give your teammates for mastering the art of sales conversation? Please share them in the comments. For additional blogs from Cydcor, be sure to check out http://cydcor-offices.com.
We are Cydcor, the recognized leader in outsourced sales services located in Agoura Hills, CA. From our humble beginnings as an independent sales company based in Canada to garnering a reputation as the global leader in outsourced sales, Cydcor has come a long way. We’ve done this by having exceptional sales professionals and providing our clients with proven sales and marketing strategies that get results.