Conversation technique 1: Framing
Framing is a tool that you must have in your range of sales techniques. With framing, you package or frame the message in such a way that people only see the Conversation Techniques part that you want to show, very clearly and brightly. The frame becomes, as it were, a pair of glasses through which we see certain information and not others.
We all frame in our conversations with others. Consciously or unconsciously. Framing is also used in advertising, journalism and politics. Are you selling an old car or a classic car? Yogurt with only 20% fat or yoghurt that is 80% low-fat? Are you talking about climate change or climate disruption? Are you a politician in favor of mortgage interest deduction or against a villa subsidy? You see, the words you use evoke a certain association.
If you apply framing in your conversations, choose words that resonate best with your target group. Which words are they most susceptible to? Which words provide the right perspective? Determine in advance which frame you will use to enter a conversation. Use this frame at the start of your conversation to indicate what the conversation should be about. Does your conversation partner take control during the namibia phone number library conversation? Then take back control by interrupting and/or asking questions:
“We don’t have a budget right now.”
I understand that. What we see with our customers is that they get better results by improving xxx. How do you deal with this challenge?
This way you determine which story is told, you are in the how to use this cta for your business lead and you have the greatest chance of the desired outcome of the conversation: an appointment, registration, etc.
Want to know more? Read our blog about framing .
Conversation technique 2: SPIN method
The SPIN method, like framing , is one of the jiangxi mobile phone number list commonly used conversation techniques for a successful sales conversation. The abbreviation stands for:
S ituation questions
P roblem questions
I mplication questions
N eed/necessity questions
As you can see, the SPIN method is all about asking questions. The right questions, that is. Above all, listen to your conversation partner. As a salesperson, you may have the idea that you have to do a lot of the talking yourself. But nothing could be further from the truth. Let your prospect tell you as much as possible about his/her situation. That way, you can ultimately give the best advice.
This makes him or her more open to your product or service. This increases the chance that the prospect will make a purchase, which means you will achieve your targets/objectives faster.
You can read exactly which questions you can ask in our blog about the SPIN method .
Conversation technique 3: VITO Conversation Techniques
Are you going to call an important decision maker? Then make sure you have a targeted approach. The time of a VITO, Very Important Top Office, is valuable. Your main goal at the start of the conversation is therefore to trigger in such a way that VITO immediately thinks: “tell me more!”. You have, as it were, 5 seconds to arouse his or her interest with your valuable information. Every 5 seconds you earn another 5 seconds. These small time frames are what this level of conversation partner is all about.
The structure of a VITO conversation :
- VITO’s name
How VITO answers, that’s how you address them. You do this by enthusiastically naming them. Sound like VITO yourself. Speak at the same level.
- Gratitude and social proof
First, thank you for recording. Then, provide social proof. VITO wants to know if you have helped similar organizations or peers.
For example: Thank you for recording! 14 of your peers in your sector are supported by us.
- VITO pitch
Don’t tell what your product/solution IS, but what it DOES. What does it yield for VITO? Sales growth, cost reduction, higher efficiency, etc. Tell me more.
If this doesn’t happen, continue to step 4.
- VITO name and introduce yourself
Now you can introduce yourself. Your conversation partner is curious!
For example: Hey Frank! I’m Richard from Heliview PMS.
- Closing question and follow-up action
For example:
- Who do you think I should contact to discuss this further and is that person available today?
- What is the best next step we can take to achieve the same results for you by the end of this year?
Conversation technique 4: two ears, one mouth Conversation Techniques
Do you find the above-mentioned conversation techniques still a bit too complicated? Then just start with this basic technique: two ears, one mouth. By this we mean that , just like with the SPIN method, you listen more than you talk .
You start with a preliminary investigation. Immerse yourself in the person and the organization you want to speak to. What is going on? What challenges does the company possibly face? Ask questions about this during your conversation, for example: “I see that you are active in the field of sustainability. How do you deal with that in the field of IT?”
This brings us to lesson 1 in conducting a successful sales conversation : do not ask closed questions, but open questions. An open door, but in practice it is often forgotten. Closed questions can stagnate a conversation. “Do you have a cloud strategy?” results in a different conversation than “What is your cloud strategy for 2022?”
An open question provides much more information and offers hooks to ask further in-depth questions. This way you get a real conversation and you hear what the potential customer needs most. If you have a relevant solution for that, you can introduce it at the right time in the conversation. A customer who feels heard and understood and who receives appropriate advice is more likely to make a purchase. So let your two ears do the work first, then your mouth.