As a salesman it is pretty much imperative that you control the conversation with whoever you are meeting or trying to sell to. The guest speaker this week, Dan (sorry I forgot his last name), really hit a lot of really good topics such as improv and other sales strategy, but one of the things he really emphasized on was the duty of a salesman controlling the conversation. Controlling the conversation is important because it helps to guide the prospect and\/or client to a decision. A common and efficient way of controlling the conversation is by asking a lot of questions to the client and then listening to what they say. Slowly their answers will guide you towards narrower and more specific questions, and you have then just controlled where the conversation was going with the client. This whole class has heavily encouraged doing sales this way, by asking questions and listening more than we speak. It has actually been a total 180 for me as an insurance salesman. I will sell accidental death benefits (ADB), where I cold call clients and try to get them off the phone quickly. The phone conversations are short (only about two minutes long), and I am doing about 90% of the talking. It is what I was trained to do for this type of sale, and it is efficient in this context too. Even though the customer is only talking about 10% of the time, answering short yes or no questions mostly, I am still completely controlling the conversation. The big difference I think is that I am not exactly leading the client to a decision, but quickly telling them what they are “eligible for” and allowing them to say yes or no. Most of the people I call will say yes to the sale too, but I found it interesting that this class has emphasized listening and asking more questions because it is the opposite of what I’ve been doing. However, I am still controlling the conversation as a salesman.<\/p>\n","protected":false},"excerpt":{"rendered":"
As a salesman it is pretty much imperative that you control the conversation with whoever you are meeting or trying to sell to. The guest speaker this week, Dan (sorry I forgot his last name), really hit a lot of really good topics such as improv and other sales strategy, but one of the things […]<\/p>\n","protected":false},"author":3169,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-12950","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12950","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3169"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=12950"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12950\/revisions"}],"predecessor-version":[{"id":12952,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/12950\/revisions\/12952"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=12950"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=12950"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=12950"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}