Sales Conversation: What I’ve Seen

Now that I’ve talked about how wrecked I was during my sales conversation, I feel like I can now safely talk about what I’ve seen throughout all of our conversations. What are some trends people are following, how are they adapting mid-conversation, and how do the prospects react to certain methods of conversation?

For one, I’ve noticed that everyone has nailed down the concept of searching for pain. Nearly every single student has done a great job at asking questions to try and break down exactly what their prospect is looking for. People have also done a great job at holding back on outright giving prices for their products, opting to instead explore and find the prospect’s approximate price range, and working from there.

One thing in particular that a student did relates very well to something I attempted but failed at, and that was offering to pay for a round of golf so that Professor Sweet could try out a golf club. While it certainly would cut into the profits that the student would theoretically make, it provided a way for the student to continue probing for the pain in a more casual way, as well as allowing Professor Sweet the club to himself while he used it. This was something I was trying to do during my sales conversation, and while I was able to get my prospect to accept some sample units and an demonstration, it cost me everything and my prospect practically nothing but store space. This is something I wish to work on; sweetening the deal without giving away the farm.