Here’s the thing. Most sales calls feel like a dance. The prospect leads, you follow. You’re trying to impress, while they’re sizing you up. But let’s flip that script. What if you approached it as a conversation instead of a performance?
Make It a Normal Conversation
The sales call is just a normal conversation, with the truth on the table. Sit with that one. Think about how you feel when you’re talking to a friend. There’s no pretense. No pressure. Just an exchange of ideas. Why can’t sales be like that?
Find Common Ground
When you start a conversation, focus on the person across from you. What do they need? What are their pain points? Don’t just pitch your product. That’s not a conversation; that’s a monologue. Here’s another contrast; volume for vanity versus profit for sanity. Are you talking just to fill the silence? Or are you genuinely interested in solving their problem?
- Listen more than you speak.
- Ask open-ended questions.
- Be human.
Lay the Truth on the Table
Let’s talk about the truth. Your prospect knows when you’re holding back. They can sense if you’re sugarcoating things. Don’t be that guy. When you lay the truth on the table, you build trust. Trust leads to sales. Or it leads to walking away, which is fine too. You can’t sell anybody anything if you need them more than they need you. Think about that.
Don’t Be Afraid to Walk Away
Here’s another hard truth: not every prospect is a good fit. It’s okay to say, “This isn’t going to work.” It’s not defeat; it’s clarity. You want to invest your effort in the right people. Remember: the closer is at his best when the closer is at peace. Are you going into sales calls hoping to close every deal? Or are you aiming for the right deals?
Craft Your Questions
In my years of experience, I’ve learned that the best conversations come from asking the right questions. Here’s a rule to live by: a doctor doesn’t prescribe before he diagnoses. Apply that to your sales calls. Diagnose the problem before you offer a solution. What questions do you need to ask? Consider these:
- What challenges are you facing?
- What’s your timeline for a solution?
- What’s your budget like?
Each question should guide you closer to understanding their needs, not just your sales pitch.
Wrap It Up
Sales calls can be an opportunity to connect, not just a transaction. Approach them as normal conversations. Bring the truth to the table. Build trust. And don’t forget: it’s okay to walk away if it doesn’t feel right.
Ready to rethink your sales approach? Take a diagnostic of your current methods and find out where you can improve. Head over to kiplinglee.com/diagnostic and see where you stand.