How to navigate through a sales conversation?

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-

  1. Initiation- Eye contact, Ice Breaking, Listening constitute the initiation of a conversation. Sell yourself first, then sell your ideas.
  2. 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.
  3. TPS- Third Party Story is essential to generate a story telling attitude. Audience needs to be glued.
  4. KISS- Sales conversations need to be kept short and straight. ‘KISS’ means keep it short and simple.
  5. 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.
  6. 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.
  7. Trial Close- Verbal thermometer by introducing filler questions needs to be asked to check interest. This is to keep the conversation alive and kicking.
  8. Follow-Up- A decent follow-up after the conversation is necessary to keep the interest alive. Smile, greet and call for the window.
  9. Resilience- A strong resilience is required to follow-up with the conversations. Never lose the art of follow-up.
  10. 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-

  1. Meet & Greet- ‘Hi Sir’, ‘Hello Sir’, ‘How are you Sir?’ needs to take a drive in the front seat.
  2. 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.
  3. Bridge out of client profile- Similarly, the salesman needs to come out of the profile soon to start his pitching.
  4. Pencil Pitch- Starting with a small pitch to initiate conversations for a client.
  5. 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.
  6. Marketing Policy- Once the negations are handled, an overall picture needs to be drawn, with important wannabes in the art of marketing.
  7. 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.
  8. Corporate Benefits- The benefits of taking the deal has to be assured. Elaboration of benefits needs to be explained.
  9. Final Negotiations- The talk for the final “Yes” can be introduced by listening to the reservations, and addressing concerns, if any.
  10. 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!

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