Are you Pitch Slapping Your Clients? Two easy steps to Relevant Business Conversations that Convert.
Are you having sales conversations or business conversations?
There is a massive gap between what clients are expecting and what salespeople are delivering. We need to bridge this gap so we can start having relevant business conversations.
Salespeople today are getting lost in the clutter of information and trying to manage their day-to-day tasks.
While at the same time, our clients have leapfrogged ahead of us and are savvier than ever before.
Even though clients are more informed, they still need salespeople. However, they need them in a more relevant way.
Here are two simple steps to follow that will help you have a positive business conversation that will set you up for success.
#1: Understanding Your Audience
When we train salespeople, we have them focus on preparing to have a good conversation. This involves shifting your mindset and thinking from your perspective as the salesperson, to the perspective of your customer.
To help shape the content and context for your next conversation, ask yourself the following 4 questions:
- Who am I speaking with? What is their level of authority?
- What are their pain points as it relates to their travel program?
- What are some questions/objections they may have for you?
- What problems does your solution help them solve?
#2: Develop Your PPP – Purpose, Plan, Payoff
Before going into a meeting, be prepared to open the meeting in the following way:
- Purpose: Why am I here today?
- Plan: What is going to take place during the meeting?
- Payoff: How the client will benefit from our time together?
By clearly articulating your purpose, plan, and payoff you will set yourself up for success as it will demonstrate you have done your homework, are knowledgeable about the prospective client and care about how you can provide direct value to that client.
For a more in-depth look at this topic, listen to the Gillis Sales Podcast episode: Stop Pitch Slapping Your Clients.
Sales is the life blood of your organization. No business has ever succeeded without sales. Knowing where to start can be overwhelming. The good news is, we can teach you how to do it OR we can do it for you. Our services will help you sell more rooms, stand out and succeed in a competitive market, and train your staff to implement sales more effectively. Interested to learn how this applies to your specific hotel? Contact us for a complimentary sales consultation: http://gillissales.com/contact/