I decided to add more to this blog because there are so many tips that can help a small business owner have a great conversation. Thanks for reading!
Sales conversations can be stressful. You want to make a good impression on the customer and close the sale, but you don’t want to be pushy or aggressive. This blog post will discuss three tips for staying relaxed during sales conversations and closing more deals! Remember, improving your sales technique is a great way to help you increase sales!
1. Don’t take things too seriously
Entrepreneurs feel so much stress when they get on a sales call or meeting with a new prospect because they feel like it will make or break them if the sale closes. This is not true and can cause your chances of closing to go way down.
The best thing you can do is relax and have some fun with the conversation. This will make it more enjoyable for both of you and ultimately lead to a better result.
So take a deep breath, loosen up, and have some fun! The sale isn’t life or death – it’s just business. And, don’t forget, there are always more people who would love what you have to offer. You need to stay visible and keep making offers.
2. Stay calm and collected
During stressful sales conversations, the prospect can easily see that the salesperson is nervous, sweating, and not paying attention to them.
You might be thinking, “well, I’m not nervous” or “I don’t sweat,” and it’s a good thing that you’re not. The key is to keep your composure during the sale, so the prospect doesn’t catch on that you are afraid of failing. Usually, the imagined fear is much bigger than reality! So stay calm, cool, and collected!
A great way to stay calm during the sales conversation is with a little breathing exercise. When you feel those nerves build up, take deep breaths and try not to think about the sale.
Doing this for just one minute before you get on your next call or meeting with a prospect will help keep your composure throughout the entire conversation.
3. Use positive body language
Make sure that your body (not just your words) conveys that you’re 100% in and focused for the good of your prospect and learning more about them. Here are some pointers when it comes to using positive body language during sales conversations.
Makes eye contact with the prospect
Facial expressions of enthusiasm, confidence, and happiness.
Looking engrossed in conversation while keeping a neutral or happy demeanor.
Keeping an open body position to appear welcoming and receptive to the talk.
Use hand gestures to emphasize points being discussed by removing your hands from a closed position on your lap or behind your back.
Are you avoiding shy gestures such as playing with one’s hair, tugging at one’s clothing, fidgeting with one’s thumbs, picking at lint on clothes, biting fingernails, etc.?
What other ideas can you add to the list?
If you’re afraid of having a sales conversation, making offers, or if you’re scared of being judged or criticized, you will likely have a very stressful and not-compelling sales conversation. Does this sound like you? Please reach out to me and apply for a complimentary consultation. Sales conversations are one of my specialties when in my financial coaching business I’d love to learn more about you and see how I can help you increase sales by having excellent sales conversations.
PS: If sales conversations freak you out, it’s likely that collections freak you out too. No worries! Here’s an article that can help when it comes to collections.
Sales conversations can be fun! The goal is to take the pressure off of yourself and off your prospective client.
If your energy is too intense or demanding, it doesn’t feel right. It feels like you’re there to close them VS serve them.
When a waiter walks around and offers you coffee, are they devastated when you say no? Nope!
When you’re at the dinner table and ask someone to pass the salt, are you (as the cook), mortally offended? Not at all!
Watch this video to learn more:
Janet Johnson is a small business advisor and author of My Money Pivot: An Entrepreneur’s Guide to Finding & Making More Money and this educational blog. All views expressed belong solely to Ms. Johnson and do not represent the views of her employer.