Simple sales conversation tip

The only way that you’re going to have a valuable sales conversation—for both you and your prospect—is to plan your questions ahead of time.

Think about what you can ask that will get your prospect talking about her situation. What are her issues? What are her challenges?

Think about questions that might provoke your clients into thinking about things they haven’t considered before. Ask questions to determine whether making a change makes good sense for them.

Then write everything down. That way, when you actually do meet, you can say “In preparation for today’s meeting, I wrote down a few questions.” And then you can relax and listen to the answers.

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• A communication guide for extroverts
• Doesn’t anyone have a conversation any more?
• The myth of ‘small talk’

Jill Konrath is the author of SNAP Selling and Selling to Big Companies. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.