It's just a conversation

How did you get on with the task I set you last time - you know go 24 hours without complaining about anything - it's really, really hard isn't it? That said trying it makes you realise how immature we can all be when we complain about traffic jams, colleagues, clients, bosses etc. It is time we all grew up.

This week I am going to hold back on the next part of the ADMIRe model which is about being an Interdependent Team player.

Instead I want to focus briefly on some work I have been doing with a major client recently. This large IT company has embarked on a really fantastic program which they are calling their Sales Academy. Basically over 100 new sales people have already joined and more are on their way

We have been working with the Academy guys on sales skills and helping them gain a Sales Accreditation so that they can get out and see real clients and begin to payback the IT company for the chance to work as a Sales professional in a really exciting market

One of the things that confuses me is why people often turn natural speech patterns and behaviour into something quite unnatural when in front of a client - I guess it could be put down to good old fashioned nerves

Lets be clear guys - a sales call should be a "natural conversation" between two business people. Both wanting the now cliched (but still true) win/win.

Yet when faced with the scenario of talking to a "client" in a sales simulation we use for accreditation some sales people turn their conversation into a mixed, garbled series of monologues rather than a smooth, natural conversation of potentially mutual benefit

So a few simple tips to help you all whether you are running a real sales call or trying to pass an assessment at the end of your sales training:

1. Ensure from the start that your meeting is about your client's agenda
2. Listen, listen, listen to your client when they speak
3. Don't try to sell anything - just have a conversation about potential opportunities that may arise from your clients situation
4. Find out as much as you can about your client and her/his organisation that is useful to you moving forward with the opportunity
5. Embrace "Objections" - it is your client's way of getting you to sell

Follow those few tips and you will be on your way

Until next time - Good selling