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7 Keys to Leading Highly Effective Sales Conversations
9 Jul 15 Posted by: Kevin James Culp
in Marketing & Sales
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The fact is there are endless ways to goof up a sales conversation, and most sellers make major mistakes each and every time they talk with a prospect."

Most people's sales conversations could be better. Not a little better, significantly better. I see too many sellers fall into the same traps: Talking too much, interrogating the buyer, acting overeager, not being prepared—the list goes on.


  • You talk too much, leaving the buyer with the impression that you don't understand their business, their industry, or their needs.

  • You grill the buyer with questions, making them feel like they are a part of an interrogation.

  • You talk too little, letting the buyer control the conversation.

  • You are over eager, and the buyer can smell your desperation a mile away.

  • You talk about your products and services as if they are commodities, leading the buyer to buy based on price.

  • You are unprepared, and the buyer wonders why they are wasting their time with you.

  • You are uncomfortable talking about money, and the second a price objection comes up you cave and start discounting.


The fact is there are endless ways to goof up a sales conversation, and most sellers make major mistakes each and every time they talk with a prospect.

If you want to improve your sales conversations, pay attention to these 7 keys above.

 

SOURCE: RAIN Group

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