Controlling Sales Conversations
Controlling sales conversations is not always easy. I will share a few key techniques that, if followed, will provide you a reliable map to follow from hello to thanks for you business. When selling, you must tread a thin line between being empathetic yet assertive; driving the focus of the conversation, but still listening to your prospects responses; and building rapport without being overtly obvious that you are looking to close business. ESTABLISH CREDIBILITY AND PERSONALITY It is critical that in the first one to three minutes of a sales conversation, whether in person or over the phone, that you establish your credibility and personality. What I mean by credibility is bringing up the name of client that you've worked with that is impressive, a job you completed that is a feather in your cap, a peer of the prospect that would recommend you. Also, be certain to express thanks that they are giving you consideration and time. "Hi Susan, Leslie Ve