How To Improve Your Sales Conversations

The common attitude toward sales shows that most people need to improve their sales conversations. Popular opinion views the salesperson in a rather unflattering light. They’re often seen as pushy, fast-talking scammers who care more about making money than helping people find solutions to their problems. This couldn’t be further from the truth. So how do you improve your sales conversations and change these perceptions?

Remember Your Purpose

When you’re trying to sell a product or service, it’s important to remember that your purpose is to help your potential buyer. You need to focus on finding out the issue they’re having and how your product or service can solve that problem. Try to bring as much value to them as you can.

Build Rapport

It’s difficult to find out what difficulties your prospect is having if they’re uncomfortable talking to you. In the beginning, focus on building a rapport with them. Find common ground between you and your prospect. Be aware of how they’re feeling, and change your tone and mannerisms where appropriate. Most importantly, be honest. Potential buyers need to feel like they can trust you.

Let Them Express Doubts

You can’t overcome a buyers doubts if they never have the chance to express them. In many sales conversations there will come a moment when the rapport between you and the prospect feels like it’s breaking down. This is a sign that something has gone awry. Usually, the buyer has some doubts that they’re hesitant to express. It’s important that you be aware of this moment and pick up on it. Consider asking them some questions to get them to open up – such as “you seem hesitant, are there any questions than I can answer?” This is often the moment that makes or breaks a sale.

Help Your Prospect Feel Good

Potential clients often base their decision to buy based on how they feel, rather than hard facts and information. That’s why it’s important to help your prospect feel good. They need to feel that you’re trustworthy. They also need to feel excited about your product or service as a solution to their problem. Any good sales conversation will help develop both of those emotions.

Remember That People Want to Buy

If someone stops to talk to you, chances are they’re looking to buy – but they don’t want to be “sold.” The sales conversation is about the prospect. It’s about answering their questions honestly and knowledgeably. In most cases, there’s no need to create false pressure – remember that they stopped to talk to you. This means that there’s already urgency in their mind somewhere. As a salesperson, it’s your job to find out where that sense of urgency is coming from and show the buyer how your product or service can help them.

All of this boils down to one thing – ditch the pitch. By keeping the conversation focused on the buyer, you dial back the pressure that both of you feel. As a result, you’ll get more sales.