How To Elevate Conversations And Keep Listeners Hooked
When you want to have meaningful sales conversations, it’s important to engage your prospects right from the start. Many sales reps don’t apply this tip and end up having uninspired interactions. In other words, they come across as dull, according to Anthony Iannarino, a sales expert and bestselling author.
When you stick to the same approach as everyone else, you risk becoming just another commodity, and your sales conversations can easily get lost in the mix. What can you do? Iannarino has a few ideas on how to become more interesting to your clients and prospects. We share his suggestions in this issue of PromoPro Daily.
Stay curious. Interesting salespeople want to know how things work, Iannarino says. Let your curiosity guide you when engaging with prospects and clients.
Read more. Your contacts expect you to know things they don’t, Iannarino says. Of course, we recommend PPAI Media to stay informed, but you can also read topical books and share insights with your clients.
Do your research. You’ll come across as dull and uninteresting if you ask questions that could easily be answered with a quick online search. Make sure you’ve thoroughly researched a prospect’s industry and company before reaching out.
Make ’em smile. Don’t be too serious without having a sense of humor, Iannarino says. Humor is a great way to make the conversation engaging and entertaining.
Tell a good story. Grow a personal collection of stories that will resonate with your audience. Want to make them even more impactful? Iannarino advises telling stories that include lessons.
Develop your own perspective. Having your own viewpoint is a great way to avoid dullness, Iannarino says. Cultivate your unique perspective by writing about what you’ve learned and how it benefits your contacts.
Stay informed. The dullest people are those who don’t pay attention to what’s happening in the world, Iannarino says. Keeping up with current events gives you a bigger picture of the business climate, which is almost certain to impact your clients.
Build a diverse network. You can become a better promo pro by learning from people who have different perspectives and skillsets than you. Think about how you can interact with people outside your usual circles.
If you worry that you might come across as dull in your sales conversations, consider the tips above. Whether you weave in a bit of humor or refine your active listening skills, you can differentiate yourself and position yourself as a dynamic promo pro.
Compiled by Audrey Sellers
Source: Anthony Iannarino is the founder of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting firm. He is a bestselling author and internationally recognized speaker on sales, success, personal development, leadership and entrepreneurship.
