The good salespeople out there are often charismatic, laid back, steady, and unflappable. Able to answer any question in a way that leaves the customer satisfied and the salesperson having given the right balance of information and hook. Conversations are a game of chess, but being the chess master isn’t always an innate characteristic. Shy people can be good salespersons and talkative people can be bad ones.
Wherever you start at, practice is always the method of improvement.
Being good at starting conversations is a great beginning, because improvisation skills go a long way in helping with the sales process and being ready for any questions that may come.
It really helps to find a common context. Going up to someone in a store and asking them if they have a dog might come off a little concerning to the person. What do you want with their dog? Coming up to someone and asking them what they think of the coat you’re trying on fits the context better, gives them clarity and makes you out to be a safe person to talk to. You’re being vulnerable and asking their opinion.
How do you keep the conversation going? Sales is all about finding pain; when you’re in the customer side, pain is a common ground. The weather is a cliché topic, but hey, you were already talking about coats.
Having sales conversations means a more detailed and stable formula to follow. Pain is a better opportunity, and any question has the likelihood of not being out of context. A salesperson asking about your dog just means they are being friendly and finding a common ground outside of the transaction.
Conversation skills in any context are good skills to have, it’s a good way to build confidence and easygoingness!
BoweryJE22