Of course you want to sell during a sales conversation, but ask yourself the question ‘How do I sell more?’. After all, increasing conversion – even during a sales call and hopefully a deal – is winning. In this blog, Movements Marketing shares three tips to not only sell, but to sell more! And selling starts with conducting an effective sales conversation. So here we go!
1. Have structure
A positive sales conversation starts with structure. In other words: structure your story from start to finish: ensure a clear storyline with a problem statement and a closing note. So delve into the potential problems of the prospect. Why? Background knowledge ensures appreciation. But how you get background knowledge? By listening. And listening starts right away during an introductory meeting. That’s why you need to remember to take notes! Nowadays there are plenty of ways to make digitally or online notes; find out what works best for you. Finally, make sure that during your sales conversation you intercommunicate all sales arguments and feel free to conclude with a concrete proposal.
2. Be prepared
A sales pitch and possible objections by your prospects go hand in hand, but be prepared by putting the potential objections of your conversation partner on paper and refuting them by means of arguments. In other words: prevent crashes when the customer comes to you with comments and relieve him or her as far as possible.
Note: make sure to answer the following questions anyway ‘What makes you different (compared to others)?’, ‘Why is your product or service more expensive?’ and ‘What do you do to make the overflow from the old products or services to yours as stress-free as possible?’
3. Go for it
A seller closes a sales conversation with a proposal or a concrete deal. So get a deal by offering a clear product or service and be transparent about the benefits and the price. Leave out closing sentences that leave room for doubt such as ‘Let’s call afterwards’ and ‘Let the story sink in and then …’ and go straight to your concrete deal and a possibly a discount instead.
Do you want more insights on your marketing and sales and are you aiming for better results? Let’s talk! It’s amazing what happens over a cup of coffee…