Communication is King. Conversation is Crap
I'm back for another content rich blog post to discuss the sales process. How many times have you heard a salesperson, sales manager or director of sales talk about "Building Rapport?"
I've been blessed to be a self-taught sales professional. I've never had a sales trainer teach me about building rapport, having ice-breaking conversations, or making a personal "connection" with the prospect and potential buyer.
Let's start with the crap and get it out of the way. Crap is what kills sales, Crap is what wastes time, and Crap is what derails your purpose and intention of going to visit with a potential buyer.
Conversation is Crap
How many times have you been told to build rapport, have a conversation that breaks the ice? In reality opening an appointment with a potential buyer with a conversation about the weather, about the NBA Finals, Superbowl, etc, is disrespectful to the prospects time. They are carving out time to meet with you and hear how you're going to help their business. You take 10 minutes to talk about the weather, fishing, and sports. Make sure you handle business, first. That's what you came there for. Once you ink the deal, feel free to ask them if Steph and Klay will win a back-to-back championship, ask them about the weather, hell ask them for a lapdance for all I care. Ink the deal, first and foremost.
Communication is King
Here is where we want to be. We want to reside in Communication. Communication allows you to ask questions that relate to their business, ask questions that help them better understand your products and solutions, and ask questions that help them see the light and separate yourself from the competition. The only thing that will ever make you money is communication, not conversation. Ask questions.
If you need a quick-start guide to communicating with a prospect and potential buyer, please refer to my "Building Value: The real MVP" article. it's a quick and simple snap shot of questions you can ask to begin the communication and move you closer to the Closer's Continuum (Coming soon).
Your Friend & Favorite Consultant
Curtis DeCora is the Chief Executive Officer with Optimize Business Solutions and also a Senior Account Executive with Integra Business. The experience and expertise is backed by 8 years of B2B sales, starting 44 small businesses, and helping clients save an average of $9,381/year.