Q. Dear Zenagos,
What’s a key take-away from the sales workshop with SCORE that you delivered on July 24th?
SCORE and the Zenagos Experts delivered a dynamic workshop, Perfecting Your Sales Conversations, last Monday, July 24, 2023. Zenagos first provided some tips on having successful sales conversations; then, participants practiced those skills by role-playing in breakout rooms. The Zenagos Experts provided personal feedback to each participant.
Key Take-Away: Talk Less, Listen More
Zenagos Expert Mavis Chin’s recent blog post resonated during this workshop: Zenagos Expert Sales Tip: Be a Good Listener. Selling makes most people anxious, and it is common to talk more when you are nervous or anxious. In the workshop, we observed that even entrepreneurs who have been in business a long time and have years of sales experience have a tendency to talk too much and too soon. Take a little time to ask some questions and build some rapport. Let your prospective customer tell you what challenges they are experiencing. Listen to their language, and think carefully about how your offering can meet their needs. Be curious! Then start talking about your offering.
There is a payoff to listening and waiting. Instead of covering all 20 of the features in your product, you can just talk about the two or three features that will really make a difference for this customer, addressing the specific need. If you have listened carefully, you can tailor your pitch to the customer, increasing your probability of closing the sale. And, customers who feel seen and heard will like you, also making a purchase more likely. Talk less, listen more. It works!
Take a Few Seconds to Confirm
After you have pitched your offering, take a few seconds to confirm that what you have presented meets the prospect’s needs. You can ask a simple question, such as, “How does that sound?” This makes prospects feel consulted, involving them in the process. Do the same thing after each objection that you have identified and addressed. A question such as, “Would that meet your needs?” signals that you have addressed the objection and are about to move toward closing the sale.
The key to improving your sales conversations is practice, practice, practice. Zenagos will be offering more sales workshops in the future. Go to the bottom of our homepage and subscribe to our newsletter, so you will be the first to know about upcoming events.
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