How to Conquer the Conversation in Sales with Erin Marcus #261

Today’s guest is Erin Marcus, a speaker and consultant that teaches how you can create powerful and extraordinary conversations. Each day there are consequences to the conversations we have. When they go well, they lead to closer relationships, more sales, happier customers. When they go poorly, the consequences are hurt feelings, lost money, lost opportunities and more stress. Today Erin and I discuss how conquer the conversation in sales. We dig into what it means to be a masterful communicator and ways you can increase your sales and improve the relationships with your existing clients.

Action Cures Fear

Sometimes we have to give bad news to existing customers. Other times we have to attend difficult sales call in a competitive situation. Sometimes you have to explain why the price is going up. Other times why you can’t meet a commitment. I’ve had to have many of difficult conversation in my career. We the sellers, we’re the face to our business. It’s a lot of responsibility delivering bad news because these conversations can make or break your business. Being pushy or assertive is just the result of desperation and insecurity. Instead see all sales as research. There is no reason to fear the conversation because as Erin says “action cures fear!”

Open Ended Questions

Let’s start the conversation with some great questions that build rapport and second understand their needs.

Tell me what’s going on……
Why did you invite me to this conversation?
Tell me about the event your putting together…..
Why now?
Why me?

When you’re asked a difficult question and unsure how to answer, consider this; maybe it’s an opportunity to ask a better question! You might find more information to understand the buyer OR they may come to a realization they’re unclear what they’re asking themselves!

Ask yourself this: what conversations are you bad at? Maybe asking for referrals or asking for an appointment. Now think about what your average client is worth for you? Think about the money your losing. Also realize you’re losing it just because you’re uncomfortable having a conversation. If you keep everything in perspective you can find the courage to move these conversations forward.

How To Find Erin Marcus

Facebook: https://www.facebook.com/ErinMarcusSpeakerAuthor/
Website: www.erinmarcus.com
LinkedIn: https://www.linkedin.com/in/erin–marcus-9977592/
Twitter: @ErinMMarcus

Get these free tips: Top 10 Ways To Make Hard Conversations Easy

Whatever it is that makes a conversation difficult for you – whether its asking for the sale, delivering difficult news or navigating interpersonal issues with your team – there is a tip in here for you to make it easier!

Building Rapport in Sales

Here are past episodes that babble about the power of building strong rapport with buyers. Listen now!

2 Replies to “How to Conquer the Conversation in Sales with Erin Marcus #261”

This is being called the Zero Moment of Truth isn’t it? People are making choices before they’ve spoken to us aren’t they? If your online content is answering specific questions first then people are more likely to have made a sales decision before they speak, is that right?

Pat says:

March 27, 2019 at 2:59 pm

It’s unclear if visitors are buyers who have for certain made a sales decision. They say 68% of the sales happens online, BEFORE a sales person is brought into the conversation. They could be window shopping only. During this shopping they might not be able to get the answer they want from the website and will feel compelled to reachout for help. But yes you could be right Ernie. They may have self identified themselves as a “qualified” buyer who is ready to buy. This is a very good sitution for the seller!

Comments are closed.