๐๐ฑ๐บ๐ถ๐ ๐ถ๐. ๐ฌ๐ผ๐๐ฟ ๐๐ฎ๐น๐ฒ๐ ๐๐ฒ๐ฎ๐บ'๐ ๐ฐ๐ผ๐ป๐๐ฒ๐ฟ๐๐ฎ๐๐ถ๐ผ๐ป ๐ด๐ฎ๐บ๐ฒ ๐ถ๐ ๐๐ฒ๐ฎ๐ธ. ๐ฌ๐ผ๐๐ฟ ๐๐ฎ๐น๐ฒ๐ ๐ฐ๐ผ๐ป๐๐ฒ๐ฟ๐๐ฎ๐๐ถ๐ผ๐ป ๐ด๐ฎ๐บ๐ฒ ๐ฐ๐ฎ๐ป ๐๐๐ฒ ๐๐ผ๐บ๐ฒ ๐ถ๐บ๐ฝ๐ฟ๐ผ๐๐ฒ๐บ๐ฒ๐ป๐.
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"โฆ Ugh!
And most of those scripts are brainlessly designed for people who can't think.
That is not you.
๐ง๐ต๐ฒ ๐๐ฟ๐๐๐ต ๐ถ๐ ๐ฝ๐ฒ๐ผ๐ฝ๐น๐ฒ ๐ฐ๐ฎ๐ป ๐ญ๐ฌ๐ฌ% ๐๐ฒ๐น๐น ๐ถ๐ณ ๐๐ผ๐ ๐ฎ๐ฟ๐ฒ ๐ฟ๐ฒ๐ฎ๐ฑ๐ถ๐ป๐ด. ๐๐ป๐ฑ ๐ถ๐ณ ๐๐ผ๐ ๐ฎ๐ฟ๐ฒ ๐ฟ๐ฒ๐ฎ๐ฑ๐ถ๐ป๐ด, ๐๐ผ๐ ๐ฎ๐ฟ๐ฒ ๐ป๐ผ๐ ๐๐ต๐ถ๐ป๐ธ๐ถ๐ป๐ด.
And if you are not thinking well, I'm sure you can figure out where that goesโฆ
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 feedbackโฆ
๐๐ฒ๐ฟ๐ฒ ๐ถ๐ ๐ต๐ผ๐ ๐๐ผ๐ ๐ฐ๐ฎ๐ป ๐ฑ๐ผ ๐ถ๐โฆ
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.
๐๐ป๐ฑ #๐ญ ๐ผ๐ป ๐๐ต๐ฎ๐ ๐น๐ถ๐๐ ๐ถ๐ ๐ฃ๐ผ๐๐ถ๐๐ถ๐๐ฒ ๐๐ป๐๐ฒ๐ป๐๐ถ๐ผ๐ป! ๐ช๐ต๐ถ๐ฐ๐ต ๐ถ๐ ๐๐ต๐ฒ๐ฟ๐ฒ ๐๐ผ๐ ๐ป๐ฒ๐ฒ๐ฑ ๐๐ผ ๐๐๐ฎ๐ฟ๐.
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 thinkโฆ
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 cashโฆ
I promise you that!
Go help some people and let me know the intention of your sales conversations below in the comments.