I want to share with you a secret to having a powerful framework for effective sales conversations that are going to position you as the leader. And furthermore, your client is going to feel so comfortable and safe inside of those conversations too.
Three-part Framework for Effective Sales Conversations
- The first part is about taking the lead.
It's about you taking the lead and having some very key questions that you're going to ask there.
2. The second part to the sales conversation is creating desire.
It's about asking key questions so that you understand where is the client starting from. Where do they want to get to and what are their roadblocks?
3. Then the third part is all about getting hired.
Now, let’s talk about one of the places where the sales conversations get lost.
It is right at the beginning!
Those very initial questions that you ask during the framework for effective sales conversations will determine how well that conversation is going to go. It will also determine whether you sign up that client or not!
This is the place where you build rapport with the client.
However, be careful about how you build it. What do I mean by that?
How to Build Rapport with Clients
Many frameworks for effective sales conversations teach that we have to get on the common ground with clients. To find something meaningful to talk about.
The only problem with trying to get a rapport with the client that way is that we can get too friendly. Perhaps too personal, and we end up entering 'the friend zone'. Once you end up entering the friend zone in your sales conversations, you are not going to be seen as the expert!
In the next segment, I will share with you the key mistakes that happen right at the beginning of your conversation, and that is not about setting an agenda.
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