Paul asked Sean at FlowChat: “Sean, what are some basics that I can do today to increase my closing percentage?”
What Pro Sales People Do, That Traditional Sales People Don’t Do… Sales pros avoid these 3 things.
3 Things Sales Pros Avoid In Order To Have Sales Conversations Without Getting Caught In A Smokescreen
When a sales conversation begins it all revolves around our excitement level. Ideally in the first 90 seconds you can begin to establish and match up energy frequency with the people you are around.
FlowChat Sales Tip #1: Be Enthusiastic But Not Overly Excited To Where People Can Be Uncomfortable
Think of how excited you would be if you were going to a concert and meeting up with someone as you get to the show and the band comes on to play. In your sales conversation you would not need to be quite that excited.
Sean Malone points out, it is far more advantageous to have a calm confidence in your sales conversations and presentations.
If a prospect shares a challenge then it may not actually be the main thing they want or need. Which brings us to the next of the steps in sales conversation success.
FlowChat Sales Tip #2: Sales Pros Avoid The Intellectual Smokescreen
Intellectual smokescreens… What is an intellectual smokescreen in sales conversations?
When you ask a prospect about their key challenges, they are frequently going to cite 1 or more challenges. However some may not be valid. Normally this challenge that isn’t the true problem can be recognized as a tertiary challenge. As the sales professional you are tasked with solving problems. Before you solve a problem or challenge, test that the request isn’t actually an intellectual smokescreen.
Sales Conversation Tips: Sales Pros Avoid The Intellectual Smokescreen
Solve for the real problem, not the intellectual smokescreen.
Intellectual smokescreens can be distractions that mislead, causing confusion and likely preventing them from making a well-informed decision. In a car buying/selling experience, an example of an intellectual smokescreen might be a salesperson emphasizing the car’s flashy features and ignoring or downplaying its high maintenance costs or the fine print on the warranty. In a B2B sales setting, an example might be a vendor claiming their office supply sticky pads and copy machines are unique and proprietary when in fact they are widely available commodities.
FlowChat Sales Conversation Tip #3: Be A Peer, Not A Servant.
Big executives do not like “Yes” men. Be someone they can look in the eye and feel a real connection with. Behave as if you are a peer, not a servant. Support them as a peer. Be someone they enjoy being around. Have a clear understanding for their human needs as a sales prospect. Expand your business with FlowChat.
Want to become even more amazing at sales and get the #1 Ultimate Social Selling Tool? Speak with a FlowChat team member about which FlowChat package option is right for you and your business needs. BOOK A DEMO
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