How to plan and execute a winning sales conversation

How to plan and execute a winning sales conversation

Brought to you by the Lead Forensics Knowledge BaseClosing deals smarter and faster

2020 7206 7293 | www.leadforensics.com

Brought to you by the Lead Forensics Knowledge Base - Closing deals smarter and faster

This is a reference checklist that accompanies our article The secret to delivering a killer sales pitch. For a full, detailed explanation of the individual points it covers, please refer to the article. You’ll also find more great links to further advice pieces at the end.

Nailing the basics

• Find out what the prospect wants and give it to them

• Recognize that you are part of a conversation

• Know your subject inside and out

• Actively listen

• Ask the right questions at the right time

• Steer the conversation without pushing

• Sales conversations take place over time and with different people and objectives

• Your ultimate goal - to do business together

• What is your A-game? Prepare to give it

• Learn the theory

• Practice with peers

• Practice in the field

Have your structure and content ready

Build rapport

• Find common ground and understanding

• Go into their world

• Be interested instead of being interesting

• Ask questions about their world and truly listen

• Create a shared reality - something that concerns you both

• Verify the conversation

- Show them you listened and want to make sure you understood them correctly

- Repeat back what they say for clear communication

- Ask if you have understood correctly

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Qualify, qualify, qualify

• Learn the art of asking open ended questions - why, what, when, where, who

• Check for:

- Actual need

- Timeframe

- Budget

- The company being a good fit (culture)

Be prepared

• Know your stuff

• Know who you’re dealing with:

- Research people and companies online and make notes in CRM

- Check social media to be up to date on recent developments in their world

• Deal with your own mind

• Avoid the pitfalls of being desperate

• Learn techniques to cope with anxiety

• Benefits vs features:

- Know the difference

- Know all the features of your product

- Know all the benefits to your client

• Have a deep understanding of the true value your solution brings to your client

• Be able to paint a picture of a successful future where your prospect has implemented your solution

• Know how to close

• Set your goal beforehand

• Always end with a next step and make arrangements

• Acknowledge where they are in the buyer journey while guiding them gently but firmly to the next step

• Don’t be afraid to walk away from a bad deal

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Brought to you by the Lead Forensics Knowledge Base - Closing deals smarter and faster

Further reading

• How to run a successful sales conversation

• How to win a modern sales conversation

• Top 6 signals to look out for in your sales conversations

• Guide: How to sell if you’re not a sales person

• Top tips for enhancing your verbal communication

• Consultative versus transactional B2B selling

• The best sales tips for consultants and service providers

• 5 Ways Lead Generation Software Can Enhance B2B Sales

• 11 Benefits of Lead Forensics' IP Tracking Software

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Brought to you by the Lead Forensics Knowledge Base - Closing deals smarter and faster

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