I DON'T KNOW HOW TO TURN A CHAT INTO A SALES CONVERSATION

I DON'T KNOW HOW TO TURN A CHAT INTO A SALES CONVERSATION

Is this happening in your business?

You love getting to know your prospects and you understand the value of building rapport, but you find yourself putting a lot of time and energy into having “nice” conversations which don’t go anywhere.

Are you at risk of:

  • Your sales pipeline being weak?

  • Approaching the end of the quarter and missing targets?

  • Pushing last-minute sales through in an act of separation and sounding like a “grabby” salesperson?

Here is what you need to do:

  1. Clarifying and set expectations at the start of the conversation. Ask your prospect what they would like to get from the conversation over the next {add length of time} and how they would define a successful initial meeting.

  2. Break down the barriers and make them feel comfortable early by giving them an “out”. For example: “From our conversation today, we may find an opportunity to work together or we may not. Either way it’s great to be able to understand and learn more about you”.

  3. Even if nothing comes from the conversation in terms of a sale, you want the prospect to walk away feeling like they really like you and would happily recommend you to others.

  4. Both parties will want to gain something from the conversation – both your time is valuable- don’t be afraid to be open about that and show them you value their time as well as your own.

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