Small Business Talk
The Podcast to Grow your Business Faster
How to Have an Effective Sales Conversation With Wendy Corner
Show Notes
Background
Wendy Corner has a background in speech pathology, having worked as a speech pathologist for over 25 years. Currently, she brings her clinical experience as speech pathologist into the business realm in terms of working with people to maximize their communication skills to make them effective communicators with their audience. Wendy works with TEDx speakers and business people to help them communicate effectively.
Effective Sales Communication
Some people are prepared to pivot when needed in their business and others aren’t. This comes down to communication. In your head, what are you telling yourself? What is your internal Q and A? If you tell yourself, “I can’t” you’re right and you won’t be able to. Likewise, if you tell yourself, “I can. I may not be able to see quite how to do it now, but I can do it,” then you will have that mindset. How you get there may not be direct and certainly this is the case in COVID times, but if you tell yourself you cannot get from A to B, then you won’t. Say to yourself, I can get to B, it may not be the most direct route, it may be the scenic route, but I can get there.
Be Prepared to Pivot
Some people are prepared to pivot when needed in their business and others aren’t. This comes down to communication. In your head, what are you telling yourself? What is your internal Q and A? If you tell yourself, “I can’t” you’re right and you won’t be able to. Likewise, if you tell yourself, “I can. I may not be able to see quite how to do it now, but I can do it,” then you will have that mindset. How you get there may not be direct and certainly this is the case in COVID times, but if you tell yourself you cannot get from A to B, then you won’t. Say to yourself, I can get to B, it may not be the most direct route, it may be the scenic route, but I can get there.
Language Skills
Your internal language is just as important as your external language because if you don’t get that right, you won’t be able to communicate what you do to other people. If you don’t get a hold of yourself, you’re not going to be able to show people that what you do is good. Having phrases that are based around you and your brand, is also part of using your language skills.
Using your customers language when communicating helps to build rapport and trust. It helps your client feel that you understand them, you know their problems so therefore your solution must be right for them. It’s about using your ears more than you’re using your mouth.
Having a Good Sales Conversation
The best sales conversations are when you ask strategic questions and let the other person do all the talking. When you know what the other person wants, their needs, their desires, their drivers, what’s going to fulfill their need, then you know the language you need to meet that need. If you’ve got your ideal client in mind, then you know the sort of questions you want to ask, you’ll have them pre-prepared and a list of them that you can use.
Knowing Your Purpose
As you’re coming into a conversation with a customer, ensure you’re going in with a clear purpose for the conversation. Is it to gather information? Is it to sell? If you go in with a purpose, if you’ve already got that in mind, that will affect the energy that you’re taking into the conversation. The first thing you’re thinking of is your purpose then you need to be aware of the people you are talking to. Be aware of the pain and the gain and think about the power of your voice in how you are projecting you.
Links
The One Thing by Gary Keller
Contact
How to Have an Effective Sales Conversation
Listen to Small Business Talk Episode 104 for the full episode.
