When it comes to sales conversations, you probably fall into one of several categories:
1. You wish you were having more of them.
2. You’re having them, but with the wrong people.
3. You’re having them, with the right people, but they’re not leading to closed business.
4. You’re closing deals and you’re ready to raise the bar.
Today, let’s talk about # 2 and # 3, inspired by someone who recently told me “Sometimes I chase things that aren’t real. I go way too far with someone before I realize that they’re just shopping. Or that they’re not the buyer.”
Youch. I remember those days.
It’s a very common problem.
It’s also easily solved because the cause of the problem is not being aware of the real structure of the sales conversation.
To change something, the change you want must be clearer than the path you’re on.
And for most people, they wing it in the sales conversation. Why? Because they don’t clearly see an alternative.
They don’t clearly see that sales is leadership – not coercion.
They don’t clearly see that beneath every conversation is a simple dynamic.
They don’t realize that a conversation can be structured – and still be elegant and fluid. And helpful to your prospect.
They don’t realize that the confidence they seek in a sales conversation comes from being able to lead it – and not be led by your prospect.
You will be confident in your sales conversations, and enroll more clients, when you can see what your prospect can’t see.
Like any guide, sherpa or leader, you’re taking them somewhere you’ve been before. And for them, it’s all new.
That’s when you can elegantly control your sales conversations.
But when you’re following; when you’re winging it, what’s happening is that you’re not taking them anywhere.
And they’re lost as well.
So no sale happens. Even though you’re really good at what you do and can help them – if they’s just give you the chance.
Allow me to teach you a simple process for leading what I call the “Elegant Sales Conversation.”
Allow me to help you quickly determine if the person you’re talking to is really interested, or just kicking tires and wasting everyone’s time.
Go here now to master this most critical skill.
When you can elegantly lead your next sales conversation, not only will you save time (and time is money), but you will, of course, make many more sales.
Dov Gordon
