Lessons learned from other’s sales conversation.
• Know yourself, your product, and your prospect.
o You have to know what you are selling and who you are selling to. And you also have to know your strength when conversing with people.
• Stay calm.
o Although Todd identified the wrong decision-maker, he maintained a good composure. Todd did not just panic and forget his lines. This is very crucial because as least the decision maker can still learn more about Todd’s product.
o Or when Professor Sweet stopped you for correction, listen to him and do what he says.
• Control the tempo.
o Know when to move on and when to follow-up. The 30-70 rule applies here.
o Convert prospect’s questions into other questions to get back to 30-70, otherwise you will end up talking most of the time and Professor Sweet will stop you. I took a hit here.
• Do not be awkward.
o If you digressed, continue talking while trying to get back to your points.
o Awkward pause is not recommended.
• Always smile and resonant
o Smile creates a friendly vibe and resonant establishes engagement.
In general, I wish we did more sales conversation in this class because selling is not Physics where you are graded by book knowledges. It is more of a real-life social skill development through application. By having conversation with Lizzy helped me to learn more about 30-70 and reflecting questions.
By Alex Chen
BoweryJE22 2 thoughts on “Lessons learned from other’s sales conversation.”
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Thank you for this post! I do not have to do the sales presentation until tomorrow and this was a great reminder before i go. Thanks!
I appreciate this because I am Todd haha. I think one of the best things I could have done was to identify the decision maker but I learn for next time.