4 Words that Will Transform Your Sales Conversations
I’ve never thought of myself as a salesman. I have a family full of them, and it was never my style. But I am an avid evangelist of all the things I love.
And funny enough, the biggest mindset shift for me around selling came during Bible study and learning how to better share the gospel that I discovered the key to real sales.
The best part is that it totally follows Christ’s example. So I want to share with you the 4 words that helped me shift into servant leader salesmanship because they’re focused on how Christ shared the gospel -- and got a whole different kind of conversion!
This is probably the part you have down pat, but it’s also the one that keeps you from selling … just like we often avoid sharing the gospel. We’re afraid to be rude or uncomfortable.
But here’s the honest truth: you share the gospel because it matters more than how YOU feel about it. It matters for the wellbeing of the person you’re sharing with.
Do you really believe your potential clients need what you have to sell? Then you need to love them by sharing it, and you can even love them with lots of free value leading up to a call so it feels extra good to put an offer on the table.
You know what I think the #1 mistake people make on sales calls is?
Not asking enough questions.
We’re so nervous about the sales part that we forget to actually just listen to what the person is saying. We’re planning our pitch without really knowing if they’re a good fit -- or we’re talking ourselves down, sharing internally all the ways we’re not the right person.
Instead, I want you to LISTEN. And that starts by knowing what you really want to know about your potential clients? How will you know someone is a right fit? Is there a life or business stage they’re in? What are their values that are important to you?
Once you have that list, come up with questions that will give you glimpses of the answers. Then come up with questions to get to know their big problem and why they reached out.
As you ask the questions, write down their exact words and keep asking until you have the whole picture.
Now that you have all the information, it’s time to process it. You need to ask yourself a few things:
- Are there any red flags?
- What are the things I’m most excited about with this person?
- Which program are they a good fit for?
- What about me makes a good fit for them?
- What are the specific problems I can help them solve?
- What expectations need to be addressed?
When you run through those filters, you’ll soon know if you’re right, they’re right, and what to sell.
Now, you tell them your answer. Sounds simple, right?! Because it is!
You tell them how you think you can help them, what that looks like, and why you think that’s a good fit. You don’t have to get aggressive or even really sell. You just get to share what you now KNOW are the benefits for them because you took your time.
Responding to their needs is the best way to close sales but also feel really good about it. It helps you be more objective in how you look at the person on the other end of the line, and it shows you’re listening and you really care.
If you start using these 4 words in your sales process. I’m sure you’ll see some great results as well.
Which one of these areas do you need to focus on in order to sell better?