The art of making a conversation
The art of selling involves a lot of parameters. Here is some food for thought that can be tabulated during a sales conversation-
- Initiation- Eye contact, Ice Breaking, Listening constitute the initiation of a conversation. Sell yourself first, then sell your ideas.
- FORM- To incite interest, talks about Family, Occupation, Recreation & Motivation can be subtly introduced. Rate a person based on the interest on these initial parameters.
- TPS- Third Party Story is essential to generate a story telling attitude. Audience needs to be glued.
- KISS- Sales conversations need to be kept short and straight. ‘KISS’ means keep it short and simple.
- TO- The ‘take-over’ manager delays known decisions to win trust and impress clients. An insurance agent will get back to the client for any questions asked- the answer of which is know by the agent.
- NO- Make to say the clients a big ‘No’ to boost them with the fact that they are in confidence. Do not raise the verbal thermometer of the client.
- Trial Close- Verbal thermometer by introducing filler questions needs to be asked to check interest. This is to keep the conversation alive and kicking.
- Follow-Up- A decent follow-up after the conversation is necessary to keep the interest alive. Smile, greet and call for the window.
- Resilience- A strong resilience is required to follow-up with the conversations. Never lose the art of follow-up.
- Grabbing Attention- Grabbing attention from the client with facts and figures needs to take a front seat. Never lose out on the interest of the clients.
To close a sale, some important steps are required. Here is some food for thought for the same-
- Meet & Greet- ‘Hi Sir’, ‘Hello Sir’, ‘How are you Sir?’ needs to take a drive in the front seat.
- Bridge into client profile- ‘Oh, OK! What do you do Sir?’, ‘Oh, You like poetry Sir?’, some apt questions needs to be asked to get into the profile of the client.
- Bridge out of client profile- Similarly, the salesman needs to come out of the profile soon to start his pitching.
- Pencil Pitch- Starting with a small pitch to initiate conversations for a client.
- Objection Handling- There will be “Nos” to certain answers in the initial pitch. Maintaining the handling of non-affirmations is required to introduce the next bigger pitch.
- Marketing Policy- Once the negations are handled, an overall picture needs to be drawn, with important wannabes in the art of marketing.
- Chalkboard Pitch- The ABCs of a pitch needs to be introduced as if drawing a chart on a chalkboard, with vivid features, drawing the final interest.
- Corporate Benefits- The benefits of taking the deal has to be assured. Elaboration of benefits needs to be explained.
- Final Negotiations- The talk for the final “Yes” can be introduced by listening to the reservations, and addressing concerns, if any.
- Deal Closing- Acceptance of the final offer and closing of deals. Finally, a firm handshake at the end.
This will result in a definite progress!