Do this exercise for me, will you?

Reflect back on the last ten prospect interactions that you worked at to close. Take a piece of paper and write a heading for each prospect’s name. Then write down everything you can remember about your sales conversation with each of them in the order the sales conversation progressed. If you can’t remember, then here is an alternative. Before you go into your next ten prospect/sales meetings, turn on the recorder on your smart phone. Save each sales conversation and then after the tenth recording, go back and listen to all of them. If you have a sales team, have them do the same exercise.

Whichever method you use, the vast majority of you will discover that each conversation progressed in a completely uncontrolled, ad hoc fashion. Upon reflection, you might think yourself incredibly lucky if you closed a sale or two. For those meetings you didn’t close, you will discover the many occasions when you missed key clues from the prospect. If you had acted upon these clues, you would have increased the probability of a close, but instead, you talked right through it. Ask yourself, who was in control and directing the meeting and who maintained the flow of the meeting? Odds are it wasn’t you.

Continue reading this blog at https://www.focus31.com/introduction-8-step-sales-conversation/

#smallbusiness owners...can't wait for the next 2 blogs to describe the 8-Step Sales Conversation? Then learn them right now one-on-one with international bestselling author James Burgess registering for a FREE FOCUS Discovery Consultation at https://www.focus31.com/free-business-plan-consultation/