I had originally intended to just jump straight into how to lead a very important and high converting client conversation. Just speaking with a client this morning, made me realize 2 things:
A. I need to talk about why it's so important to get that conversation piece right.
B. Why it is a key metric to have for yourself and for your sales team to create more quality client conversations.
1. So the first big reason is if you're not creating quality client conversations, conversations where you're able to lead the client as opposed to being led by the client, - you are being seen as a commodity. It is transactional selling, and that opportunity of really creating a connection and finding out the why behind the sale is lost.
2. The second big reason is a lot of people are selling via email. And there is a missed...
Are you feeling like you don't have control of sales?
That the control lies with your client?
Keeping your mindset focused on the areas that you can control is a lot more productive. In this blog post, I share the 4 key factors in the current sales landscape and what are the main areas that you have control of.
In the training that I'm doing right now, I'm hearing a lot of negativity from salespeople - because there is a lot of negative sentiment out there! It is more challenging to get clients to engage with you, to get them on the phone, to get them to turn up to a demo, to give you their time.
This means you have to work harder to earn the client conversation.
To help you or your team, to get around the mindset of hearing the negativity of clients saying, "there's a spending freeze on right now or a pause", I want to share this diagram that I think really helps to put some perspective...
Isn't prospecting frustrating? Well, it doesn't have to be. In this week's Feely Focus I share what is key to get right before you start looking for new clients. It makes business development so much easier while enjoying it along the way.
The biggest frustrations that I'm hearing from salespeople right now are these:
So if you're experiencing these frustrations, or if you're hearing them from your team, this is what is happening.
The client isn't making a link between the value that you/ your business or your team bring to the table....