“I’m Absolutely Loving This Conversation …”

Conversation is how we continually increase our sales, retain our customers and reveal opportunities. It is the key to exceeding expectations and creating consistent business growth, yet many of us have developed the habit of avoiding conversation. We default to text communication where we can edit our words, respond at any time, and feel more efficient. And, as with any skill we abandon, we’ve become more awkward, intimidated and uncomfortable when it’s time to talk.

How can we strengthen our conversation skills? What are the elements of great conversation?

1. The first step to strengthening your conversation skills is simple – practice.

With family, friends, prospects and clients put yourself in a position where you are speaking to them in real-time more often. Next time you poise your fingers above your keyboard, ask yourself if a conversation would be more efficient, more appreciated, more productive, and then … pick up the phone and make it happen. 

2. Start with your interest in the other person.

A great conversation is not going to be all about you. Be ready to ask about the other person based on what you know. Have they been travelling recently? What’s new at their company? What about their hobbies or volunteer work? And their family? Sometimes you’ll know these details; sometimes you’ll have to do some research but the extra effort will allow you to create amazing conversations.

3. Listening is essential.

You can’t listen and be thinking about your response. You can’t listen and check your email. And you can’t listen and fret about what you need to do next. Listening is a full-focus, in-the-moment activity where you put aside assumptions, expectations and intent. You want to hear the other person’s words as well as what’s behind those words – emotions, questions, ideas.

4. Ask questions – and keep asking.

Use the words who, when, where, what, and why to guide the conversation. Or simply say, “Tell me more.”

5. Share your stories, thoughts and ideas.

This is the “flow” of conversation when two people find themselves learning about each other and appreciating each other’s personal experiences. This is where relationships live, where trust is built. It’s where sales happen, clients become loyal, and opportunities are revealed.

Recently I enjoyed an amazing conversation with Jim Brown, of SalesTuners and Share Your Genius. At one point Jim said, “I’m absolutely loving this conversation,” and so was I! He expressed interest in my personal life, asked thoughtful open-ended questions, and shared his own experiences. If you want to dig deeper into the art of conversation, you can listen in through Jim’s podcast: https://www.salestuners.com/mary-jane-copps/

 

Closing a sale is the natural outcome of inspiring great conversations and listening intently to our potential customers.

This natural approach still involves a process – a plan that moves potential customers through a journey of discovery with you. So ... what's your process? And am I the right sales coach for you? Let's find out.

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What's The Phone Lady doing?

 

  • Remote learning experiences + one-on-one coaching for women entrepreneurs (More info about this three-year program here.)
  • Team and individual coaching with a national moving company to refine their sales process
  • Remote half-day training for provincial tourism representatives
  • Remote seven-part sales training program for US-based SaaS
  • Remote webinar on accounts receivable communication for industrial-services company
  • Remote webinar on validation to college students in entrepreneur program
  • In-person workshop on job search skills for women in the trades
  • Remote half-day webinar on written correspondence to customers

Do you or your team want to improve your communication skills? Do you have a communication question or challenge you'd like to discuss? This quick-to-fill-out form is easy to use and you'll hear from Mary Jane very soon.