Sales Conversation Tips
Do you ask for help when you’re struggling in a sales conversation? If you don’t, then I wrote this for you. Let me guess – you think asking for help is a sign of weakness or seeking advice is an indicator of failure. Maybe you’ve been known to think things like, “stop with the hours you’re putting in” when you see team members coming in early and staying late to get the job done. Or, maybe you find yourself wishing successful colleagues would “stop selling so much,” when you haven’t hit your sales goal for the month.
If this is you, then know that I’ve been there. And, I’m here to tell you that it’s time to change your mindset, let go of your pride, and ask for help. To earn the right to ask the customer to buy from you, you need to seek advice of sales superstars. They’ve been there and done that. They’re also happy to show you how to do it!
How Do I Know?
I’ve seen and heard it all. I once had someone pull me aside to say –
“You need to stop with the hours you’re putting in and selling so much. You’re changing the dynamic around here and raising the budgets for all of us.” If I had false teeth, they would have fallen on the floor. I looked him straight in the eye, quickly bit my tongue, plastered a smile on my face, and said, “I’ll be happy to show you what I do. Do you need help?” He walked away.
My point is this. To this day, I have the work ethic of putting in however many hours it takes to do my job. That’s why I’m usually the first one in the office and the last to leave.
What To Do
I didn’t start off knowing how to ask the customer to buy from me. I had to seek advice of sales superstars. I had to learn from them and put what I learned to work. What I can tell you is that it’s worth it; you’ll make a better way of life for you and your customers.
After numerous tries, I finally developed an easy-to-understand, engaging and repeatable way of prepping, in order to educate my customers about my products, services, and creating and presenting recommendations to my customers. This learning took months of focus, dedication, and lots of self and mentor-talk. And, did it ever pay off!
How to Ask the Customer to Buy from You
Most successful people, in any industry, are more than willing to help a struggling colleague. They were once in the same shoes. You can bet that someone gave them helpful advice along the way and all because they asked for help. I asked for help, and you will too if you want the customer to buy from you.
I can’t impress upon you more that talking with people who have “been there, done that” is one of the best ways to learn how to increase your knowledge and sales production.
They’ve seen it all. This one conversation can also change your attitude and give you the direction you need. There’s a reason why successful people change the dynamic and raise the bar for everyone.
If you can relate, try this….
Tip # 5: Seek the advice of sales superstars.
Take time to talk with the highest producing, most respected reps in your company. Like the saying goes, “if you can’t beat them, join them.” You don’t have to suffer in silence. My advice to you is:
- To ask a few superstars to have coffee and conversation with you.
- Know that high producing reps love to give their knowledge away, because they know that’s the secret to success.
- When you stop thinking about your pocketbook, you can do as Zig Ziglar said, “You can get everything in life you want if you will just help enough other people get what they want.”
When you talk with these sales superstars about how to have better sales conversations, take notes! Have questions you want to ask and things you want to learn. What is it that they’re doing differently? Here’s a checklist to get you started:
- What products and services are they consistently selling?
- How are they selling them?
- Why are they selling them?
- What do they know that you don’t?
- Whom do they recommend you get to know in the different departments to process your work?
- What is their approach to account preparation?
- What are the industry stories they’ve discovered that have opened doors to more sales?
- What is their secret to sales success?
Why it Matters
It is when you are in front of your customers that you will realize how valuable this process is. Your thoroughness will prepare you to handle the curve balls hurled at you by the customer. To earn the right to ask the customer to buy from you, you need to seek advice of sales superstars. I said it before, but I’ll say it again, they’ve been there and done that. They’re happy to show you how to do it!
If you liked this, you will love my other tips in this 5-part series:
What is Your Sales Conversation Mindset?
Do you Sell or do you Serve? Learn how to shift from ‘selling’ to ‘guiding’ your customers to a successful outcome EVERY TIME! Get Your Copy of Chiqeeta’s Bestselling Book Today!
Chiqeeta Jameson – Sales Coach, Speaker and #1 Bestselling Author of Don’t Sell. Let Them Buy, Master the Sales Conversation and Guide Your Customers To A Successful Outcome Every Time.