If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. Many in this situation will tend to start talking about what they offer because it is what they know. Selling is 80% listening and learning…some thoughts on how this can be easier for you.
Listen and Learn
Clients buy from people they are comfortable with. Focus on opening a working relationship with the contact by getting to know them a little. Some sample questions you can start with:
What is your role in your organization?
OR, if you have done some homework…
I saw on LinkedIn you have X role, how would you describe what you are focused on?
What motivated you start your business (if the question applies)
What are your goals for the next 6 months? 12 months? 2 years and longer?
Notice the questions are open ended (starting with who, how, what, when, where or why). This encourages the client contact to share more information.
You will be amazed about what you learn and begin to differentiate yourself from competition! Feel free to contact me if you have questions including how you might adapt these questions to your situation.
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/