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Mini-Series: How to design a conversation for any selling situation and win even when they say NO!

Part 1: Positive Intention

๐—”๐—ฑ๐—บ๐—ถ๐˜ ๐—ถ๐˜. ๐—ฌ๐—ผ๐˜‚๐—ฟ ๐˜€๐—ฎ๐—น๐—ฒ๐˜€ ๐˜๐—ฒ๐—ฎ๐—บ'๐˜€ ๐—ฐ๐—ผ๐—ป๐˜ƒ๐—ฒ๐—ฟ๐˜€๐—ฎ๐˜๐—ถ๐—ผ๐—ป ๐—ด๐—ฎ๐—บ๐—ฒ ๐—ถ๐˜€ ๐˜„๐—ฒ๐—ฎ๐—ธ. ๐—ฌ๐—ผ๐˜‚๐—ฟ ๐˜€๐—ฎ๐—น๐—ฒ๐˜€ ๐—ฐ๐—ผ๐—ป๐˜ƒ๐—ฒ๐—ฟ๐˜€๐—ฎ๐˜๐—ถ๐—ผ๐—ป ๐—ด๐—ฎ๐—บ๐—ฒ ๐—ฐ๐—ฎ๐—ป ๐˜‚๐˜€๐—ฒ ๐˜€๐—ผ๐—บ๐—ฒ ๐—ถ๐—บ๐—ฝ๐—ฟ๐—ผ๐˜ƒ๐—ฒ๐—บ๐—ฒ๐—ป๐˜.

And it's not your fault.

There isn't great information on having powerful conversations with other people. It's not like they teach this in school...

And to make matters worse, people are always pitching "Script X, Y, & Z" as the perfect way to increase conversion rates or "Close"โ€ฆ Ugh!

And most of those scripts are brainlessly designed for people who can't think.

That is not you.

๐—ง๐—ต๐—ฒ ๐˜๐—ฟ๐˜‚๐˜๐—ต ๐—ถ๐˜€ ๐—ฝ๐—ฒ๐—ผ๐—ฝ๐—น๐—ฒ ๐—ฐ๐—ฎ๐—ป ๐Ÿญ๐Ÿฌ๐Ÿฌ% ๐˜๐—ฒ๐—น๐—น ๐—ถ๐—ณ ๐˜†๐—ผ๐˜‚ ๐—ฎ๐—ฟ๐—ฒ ๐—ฟ๐—ฒ๐—ฎ๐—ฑ๐—ถ๐—ป๐—ด. ๐—”๐—ป๐—ฑ ๐—ถ๐—ณ ๐˜†๐—ผ๐˜‚ ๐—ฎ๐—ฟ๐—ฒ ๐—ฟ๐—ฒ๐—ฎ๐—ฑ๐—ถ๐—ป๐—ด, ๐˜†๐—ผ๐˜‚ ๐—ฎ๐—ฟ๐—ฒ ๐—ป๐—ผ๐˜ ๐˜๐—ต๐—ถ๐—ป๐—ธ๐—ถ๐—ป๐—ด.

And if you are not thinking well, I'm sure you can figure out where that goesโ€ฆ

Bottom line Scripts Suck! 

All-day long, I chat with CEOs, VP of sales, and salespeople that tell me they are great at "closing."

That if they have the right person, in the right room, at the right time, then they can close them no problem.

But what happens if you are not in that perfect situation?

I know that if you have long sales cycle times, small deal sizes, lack of clarity where each deal is in the pipeline, a low closing percentage, or simply not enough revenue, then your conversations need an upgrade.

And, I only know how to do this after having a ton of shit conversations myself and refusing to go out like that.

Then seeking out dozens of experts in human behavior, question design, B2B consultants, copywriting, psychology, appreciative inquiry, mindset coaches, and sales.

Synthesizing what I've learned and taking it to the street over the last three years for feedbackโ€ฆ

๐—›๐—ฒ๐—ฟ๐—ฒ ๐—ถ๐˜€ ๐—ต๐—ผ๐˜„ ๐˜†๐—ผ๐˜‚ ๐—ฐ๐—ฎ๐—ป ๐—ฑ๐—ผ ๐—ถ๐˜โ€ฆ

At a minimum, you need four conversations for four channels.

  • Connection, Discovery, Solution, and Open
  • Live, Phone, Social, and Email

Today, I'm going to start laying out a framework to design any conversation for any situation.

And once you know the basics of designing and having a conversation, you'll never need a script again. And you will have powerful conversations that help people instead of creating confusion, mistrust, and general feel bads that lead to fewer sales then you want.

We will start at the top with the beginning of the conversation.

And here are the marks you need to hit:

  • Positive Intention.
  • Intros & Open.
  • Small Talk.
  • Pleasantry.
  • Permission.
  • Process.
  • Confidentiality.

๐—”๐—ป๐—ฑ #๐Ÿญ ๐—ผ๐—ป ๐˜๐—ต๐—ฎ๐˜ ๐—น๐—ถ๐˜€๐˜ ๐—ถ๐˜€ ๐—ฃ๐—ผ๐˜€๐—ถ๐˜๐—ถ๐˜ƒ๐—ฒ ๐—œ๐—ป๐˜๐—ฒ๐—ป๐˜๐—ถ๐—ผ๐—ป! ๐—ช๐—ต๐—ถ๐—ฐ๐—ต ๐—ถ๐˜€ ๐˜„๐—ต๐—ฒ๐—ฟ๐—ฒ ๐˜†๐—ผ๐˜‚ ๐—ป๐—ฒ๐—ฒ๐—ฑ ๐˜๐—ผ ๐˜€๐˜๐—ฎ๐—ฟ๐˜.

So, what is your intention? Think back to your last sales conversation. Why were you having it? What was your intention?

Take time and really thinkโ€ฆ

If you can answer that question and communicate your intention from the jump, you are 90% of the way to having a powerful conversation.

Unfortunately, that is all I have time for today, and we will pick it up next week.

I'll leave you with this final thought - you don't need a script to have a conversation, but you do need a plan and clarity on what you are doing. That comes from Intention. And, when you get good at having the four conversations above, your sales will be filled with love, ease, and cashโ€ฆ

I promise you that! 

Go help some people and let me know the intention of your sales conversations below in the comments.