This week's question from my portal “The Neagle Code: Directions
for Life” comes from someone who wishes to remain anonymous.
I would love to answer this question.
One of the main reasons you may be experiencing exasperating sales conversations is because you may not be in control of the conversation. Here are a few quick tips to set the call up from the beginning.
Don’t: Begin the conversation without the small talk or pleasantries. There’s no need for it.
Do: Begin by stating the purpose of the call and the length of time you have allotted for it.
Example: Hi John! It’s great to connect with you. The purpose of the call today is to help you get clear on what your current problem really is so that you can make a decision based on facts about what you can do to solve that problem. We’ve got about 20 minutes, so I’m just going to jump in. Is that ok with you?
Don’t: Be afraid of redirecting or interrupting.
Do: Ask them permission from the start to interrupt them if necessary.
Example: John, we have such a limited time that I’m going to ask your permission to interrupt you or redirect you if I feel we’re getting off track. Are you ok with that?
Don’t: Allow someone to ignore a question you asked.
Do: Point out that they’ve deflected a question and you’d like them return to it.
Example: That’s great John, and I can see that this is a point of growth for you because you just deflected my original question. Can we go back to the question I asked for a moment? Why do you want that goal for yourself?
Give these 3 strategies a try on your next call and see how much more effective you will be.
The difference will be a benefit to you both.