Just Be Natural and Inquisitive
One thing I noticed from the in-class conversations was the natural flow of some of the conversations. Those were a very good model of how I wanted my conversation to go. Those who were able to do that were just being themselves. This shows that a salesperson needs to be themself and not put on a grand show. Acting is an option, but most people will see through you and immediately draw away from the conversation.
Also, the students who asked a lot of meaningful questions stood out to me. There was never an awkward lull in the conversation because of that. They were genuinely curious and wanted to go down a pain funnel to get to the root issue.
Pain Funnel
This is a series of questions that gets deeper as they progress. The end goal is to narrow in on their ultimate pain. Revealing these emotional drivers is key and was something that I saw many people do successfully in the in-class conversation. Those students listened to what Prof Sweet, or the TAs were saying, which was crucial. A good salesperson will listen more than they talk, and going down the pain funnel will typically lead to this.
Mimicking
I saw a handful of students mimic what their prospect was doing, whether that was hand or leg positioning, or overall body posture and tone. This was something easy to do as long as you were being observant. This builds safety and trust as it brings familiarity to the room.
Overall, I saw students apply a lot of what we learned during the semester. I hope those who continue into a selling role apply these lessons and help both sides reach an agreement where everyone benefits!
RMcIlwain
I agree that the way students asked questions was a huge factor in the overall success of their conversation. I also noticed mimicry, and I thought it was kind of funny sometimes when they made it really obvious.