Wondering how to have good sales conversations? Imagine you had the power to talk to any potential client — even the really big, really scary, ‘I could never land these guys in a million years’ kinda client — and easily win them over. Sounds a bit too good to be true, right? But we’ve figured out 4 game-changing, steal-able phrases that you can use to convert your ideal client so that they can’t wait to buy from you.
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Wondering how to have good sales conversations? Imagine you had the power to talk to any potential client — even the really big, really scary, ‘I could never land these guys in a million years’ kinda client — and easily win them over.
Imagine you had a proven way to get sales on demand.
Imagine feeling supremely confident about sales.
Sounds a bit too good to be true, right? But we’ve figured out 4 game-changing, steal-able phrases that you can use to convert your ideal client so that they can’t wait to buy from you.
And we’re sharing them here!
So, if you want to stop shying away from client conversations, become more proactive with sales, and grow your business faster, read on.
Here’s to having amazing sales conversations…
Now, this may come as a surprise but we used to be very, VERY shy when it came to sales.
In fact, the very thought of getting on the phone to talk to someone, to try to get them to buy something from us, made our insides curl.
And we’re not even talking about cold calling here. We’re talking about warm leads — people that we already knew, people that had reached out to us, people that had already come to us and said, “Hey, let’s have a chat.”
Yup, even the supposedly “easy” sales conversations made us feel a little bit icky.
But we knew that if we wanted to grow our business faster, then we needed to get over this.
So we set ourselves a challenge…
The A&P sales conversation challenge
To try and get over our resistance to sales conversations, we decided to call 100 potential customers to find out what makes them tick, what might make them buy, what definitely wouldn’t make them buy, and what it would take to get them over the line.
Not only would this help us conquer our fears, we figured that we could use the info we discovered and the techniques we developed during those 100 calls to learn to sell anything — any future iterations of our products or services — further down the line, as well as use it to improve our sales pages, sales funnels, and email sequences.
(Bonus: the advice you’re about to read doesn’t just apply to sales calls, it will also work on emails, sales pages, ads, and even DMs!)
What happened when we started our 100 calls?
Well, the first 30 kind of bombed; we got only a handful of sales.
But we learned something new from practically every call, we learned what resonated and what didn’t. And we figured out the four magic questions that would work pretty much every time and we started using them in the next 30 calls.
And 100% of those conversations resulted in a sale!
Since then, we’ve used the same questions on hundreds of people; we use them any time we come to sell anything new. Because they work. And not only do they work, using this strategy has increased our confidence so much that we never shy away from sales conversations.
Ready to dive into these four magic questions (and steal them for your own sales calls)?!
Magic Question 1: So tell me a little bit about where you’re at right now and where you’d like to get to?
Obviously you’ll want to tweak this a little depending on the context and who you’re selling to but essentially you’re trying to discover their current situation and what their goals look like.
For example, if you’re a virtual assistant, your potential client may feel perpetually busy and totally overwhelmed, they might even be letting opportunities slip past them because they don’t have the time or the bandwidth to follow up on them. Their goal is to finally feel on top of their workload and in control of their business.
Talk this over with them for a bit before moving on to the next question.
Magic Question 2: What do you think is holding you back from getting there?
This is where you find out the real problem, the real obstacles that are getting in their way, so feel free to dive into this, ask follow-up questions, and — most importantly — empathise with them and the situation they’re in.
Remind them that they are not alone in this (because they’re not!) and that there are plenty of other people out there that have the same pain (because there are!).
Magic Question 3: So if I could sort that out for you, what would that mean to you?
With this question, you’re really tapping into the client’s emotions — and it’s amazing because sometimes you can see actual physical changes as they let go a little bit of that tension they’ve been carrying around. You see a smile spread across their face as they get excited about overcoming the obstacles that have been stressing them out in their lives or in their business.
It’s also a great reminder for us, as the people doing the selling, that it isn’t just about sales and revenue, it’s about providing products or services that are genuinely useful for people. You actually are helping your clients, making their life easier, or bringing them joy in some way. You mustn’t forget that!
Which leads us nicely to question 4…
Magic Question 4: Would you like to tell me a little bit more about how I could help you with that?
At this point, it’s very unlikely that they’re going to say no to this question because you’ve spent time getting to know them, they’ve opened up about the problems that they’re facing, and they’ve painted that picture of what their life or their business will look like when they’re no longer facing those obstacles. Now they actually want to know about potential solutions to their problems.
And this question is great because they’re actually giving you permission to talk about your products or services; you’re not trying to sneak it in there, you’re not trying to be underhand in any way — they are literally saying “Yes, please do tell me about your products and services.”
Which means you can feel confident about showing them how you’re going to help. And as you’re talking about your offering, you can ask reassuring questions like, “is this making sense so far?” or “does this sound good so far?” so you know you’re sharing the right info and that they’re keen to know more.
Closing the sale
Finally, at the very end of the conversation, you need to ask for the sale.
You could start by doing a brief recap before saying something like, “based on what we’ve been talking about today, I can see how this would really, really help you — would you like to go for it/book a spot/sign up?”.
At this point, they’re either going to say, “Yeah, that sounds amazing, let’s go for it.” And you can go crack open that bottle of bubbly. Or they’re going to have some kind of objection, which you could then handle before skirting back to the close.
[Not too confident about handling objections? Don’t worry, we’ve got your back there too. This video will tell you what you need to know.]
So there you have it: 4 simple questions that’ll seriously up your game when it comes to sales conversations: steal them, use them, and then tell us how you get on!