You know you need to have effective conversations to make sales and grow your business, but that’s easier said than done. Expert communicator, Wendy Harris joins me today to discuss how to make conversations count so that you can make the sales you need without feeling like a used car salesman.
You will want to hear this episode if you are interested in…
- Wendy’s story [2:42]
- How to make conversations count to grow our business [4:52]
- Next steps to make the conversations count [20:00]
- The money questions [23:33]
Use a process to build sales
The only true way to grow your business is through sales and to make sales happen you have to have conversations. The more effective your conversations are the more sales you will make.
Sales can make people feel dirty but it doesn’t have to be that way. By using processes you can have meaningful conversations that result in sales.
The first thing that you need to understand is the value of each customer. Before you can begin to have sales conversations, it is important to recognize each customer’s value. This way you grasp the importance of each yes. The next thing to understand is how many conversations you need to have to get a yes.
Next, you’ll want to discover where the yeses come from. Why do these customers say yes? Understanding the nos is essential too. Is it a true no or could that no potentially be a yes? Why did they say no? Would better communication lead them to say yes? Once you understand these things, you can understand how many conversations you need to have to get to yes.
Know your numbers, listen, and communicate in your own style
Knowing the numbers can help you scale your conversations. When you understand where you come from then you can flip the script.
During the conversation, you’ll want to show that you understand the customer and that you care. Having effective conversations bring the person out of their shell. Speak to them in the way that you want to be spoken to.
It helps to record yourself so that you can listen and learn. Even though it feels cringeworthy to listen to yourself there is a lot you can learn from listening in.
Believe what you tell people. When you speak your truth people understand that instinctively. People respond to authenticity.
When you really listen to people they feel heard. Before jumping in with a preconceived response, take time and measure your response. Remember that we are all individuals and each one will have a different result.
Try creating a checklist to see if you have done this before. Take out negative words and don’t come off as arrogant or aggressive.
Follow the four Rs
Capture the right person
For the right reason
At the right time
To get the right results.
This is how you create a pipeline of customers.
What will it take to get you started? How many sales calls do you need to have each week? Create a habit of making calls and following up.
Resources & People Mentioned
- Building Your Mental Wealth Team for Solopreneurs with Mike Pagan
- BOOK – Making Money by Terry Pratchett
- BOOK – Atlas Shrugged by Ayn Rand
Connect with Wendy Harris
Connect With Gabe Nelson
- BOOK – The Solopreneur’s Money Manifesto by Gabe Nelson
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