Conversations That Sell

In this episode we meet Nancy Bleeke, President of Sales Pro Insider, Inc., and author of Conversations That Sell, and today we chat about the necessity for companies to make their conversations count-with customers, prospects, and team members. Nancy shares her beliefs that When the right people are having the right conversations-companies thrive.

Decision Making and Taking Action

A conversation that sells is a conversation where you’re helping someone else make a decision or take an action on something:

Another appointment
Get an introduction
Buy your product or service

A sales pitch is about the seller wowing the the listening, grabbing their attention a conversation is a two people collectively coming to a decision. A conversation that sells is as it says, a conversation!

Sales is helping someone else do or decide something.

Elements of a great conversation:

Preparation – focus on what’s in it for them (the buyer): relevant, engaging. Do some research on them (e.g. LinkedIn).
Mental Preparation – May only take a few minutes (the Pause Time).
Initiate the Conversation – explain what’s in it for them.
Investigation NOT interrogation .
People may 50% already complete in their investigation before they talk to you. Be prepared.

Decision making is slowing down. Professional sales people help them narrow down information, so they can be more confident in making a decision.

Consider the risk of NOT buying something

If you can create this conversation you can speed up the decision making process. Once it’s clear something can be done about the situation, the sales is advanced.

Sellers are often paralyzed when making a buying decision. The prepared sales professional can cut through that fear and can get them to focus on what’s important.

Selling Methods Distinctions

Consultative sales – when the sales professional is an expert
Collaborative sales – when the sales professional uses that expertise to recognize the knowledge of the buyer and works with them make a decision.
- Learn what they know
- Right size the conversation
- Align selling process with their buying process
- Flex and to help them move through the process

Identifying what’s important to them before the conversation, and throughout the conversation. That will separate you from the competition.

Links to Find Nancy Bleeke

Special Bonus

Nancy is providing your listeners the first two chapters of her book, Conversations that Sell. You can direct your listeners to http://www.salesproinsider.com/two-chapters

Nancy Bleeke Bio

Nancy Bleeke, President of Sales Pro Insider, Inc., and author of Conversations That Sell, is known as someone who gets things done. She is driven by a battle cry that companies need to make their conversations count-with customers, prospects, and team members. When the right people are having the right conversations-companies thrive. Her focus since 1998 is equipping companies to grow sales, customer loyalties, and employee engagement with training, consulting, assessments, and tools that stick.

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With ConfidenceSales System for both new and experienced sellers. This is an opportunity for you to

Be Yourself
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