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Nancy Bleeke joins me on the Salesman Podcast to discus why conversations are integral to sales, why that will never change and how to create more engagement in your sales conversations day to day.
A conversation is different to a pitch
We discuss how sales conversations are a totally different beast to a pitch and why they are potentially more important to closing deals.
“A conversation is a dialogue where two people focus on how they can achieve something they both want “
Nancy explains that the modern salesperson needs to ditch the pitch and sell through conversations that unlock needs, build trust and give value through being a consultant.
The buying decision
I ask where a conversation has real value to the prospect and Nancy explains that one key area for this is to discuss how the prospect is going to get to a buying decision rather than dragging them through your own selling process. There could be steps you can skip, there might be extras you need to do for that particular person to become a customer.
We wrap up the show with Nancy giving us a frame work to hang these conversations on and a structure to make you’re you get the most out of your time interacting with a potential customer.
Guest info:
Nancy Bleeke is the founder and president of Sales Pro Insider which launched in 1998 to equip companies to grow sales, customer loyalties, and employee engagement with training, consulting, assessments, and tools that stick. Her book, Conversations That Sell, was awarded a gold medal for Top Sales & Marketing book in 2013 and is quickly becoming a must-read for sales teams.
Nancy developed the Genuine brand of training courses (Genuine Sales, Genuine Coaching, Genuine Service) which build the necessary skills and will for collaborative communication skills in these disciplines. She is driven by a battle cry that companies need to make their conversations count-with customers, prospects, and team members. When the right people have the right conversations, companies thrive.
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Show notes:
Books mentioned:
Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
The Sales Magnet: How to Get More Customers Without Cold Calling
