Do you enjoy having sales conversations? Whether it’s a natural hesitancy due to fear of rejection or dislike that stems from being the victim of manipulative or uncomfortable sales conversations, too many entrepreneurs would prefer to do almost anything rather than have an actual <gulp!> sales conversation. And that’s a shame, because when you approach it correctly, you’ll find that a sales conversation is a relationship-driven opportunity to discover what your potential client or customer needs and to find a way to meet that need through your own offerings or a referral to another business.
Join Jory Fisher and Julie Fleming for this episode of Heart & Soul for Women of Faith to learn how you can tap into your natural sales skills (the ones you use every day, probably without even realizing it), how your online presence can support your offline sales, and how seeking harmony can revolutionize the way you approach a sales conversation. We’ll also explore how you can ask your potential client or customer questions that may bring about harmony between you and keep you fully present in the conversation
About Julie Fleming
Julie A. Fleming, principal of Lex Innova Consulting, helps lawyers and other service professionals to create and implement innovative business development plans. She is the author of three books as well as numerous articles on topics such as business development, practice management, work/life balance, and leadership development. You can find out more about Julie at Lex Innova Consulting.
Julie’s Success Tips
- Remember that a sales conversation is the extension of a relationship and your opportunity to discover how to help your potential client or customer meet his or her needs.
- Sales occur most frequently in the context of a relationship, so your online and offline contacts before a sales conversation should be focused on relationship building.
- Powerful questions and deep listening are at the heart of effective sales conversations.
- Don’t go into sales conversations like an undertaker: introduce lightness and humor.
Julie’s Quote of the Day
“Finally, at every opportunity you have to move someone—from traditional sales, like convincing a prospect to buy a new computer system, to non-sales selling, like persuading your daughter to do her homework—be sure you can answer the two questions at the core of genuine service. If the person you’re selling to agrees to buy, will his or her life improve? When your interaction is over, will the world be a better place than when you began? If the answer to either of these questions is no, you’re doing something wrong.”
― Daniel H. Pink, To Sell Is Human: The Surprising Truth About Moving Others
Jory’s Success Tips
1. To harmonize with your prospective clients and customers, ask good questions and listen carefully to their answers.
2. Help your prospective clients and customers make informed decisions by sharing with them what they need to know.
3. In your sales conversations, focus more on the benefits your clients and customers will receive from working with you (or buying your products) than on the features of your programs or products.
Jory’s Quote of the Day
“There is no reason to tell a prospect how you can help until you have uncovered what kind of help they need.” ~Jeffrey Gitomer
Listen to Jory and Julie by clicking the audio player below.
Piano music by David Nevue.