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"The Connector" - Mini-Series: How to design a conversation for any selling situation and win even when they say NO!

๐๐š๐ซ๐ญ ๐Ÿ’: ๐’๐ฎ๐ฆ๐ฆ๐š๐ซ๐ข๐ž๐ฌ, ๐“๐ซ๐š๐ง๐ฌ๐ข๐ญ๐ข๐จ๐ง๐ฌ, ๐Š๐ž๐ฒ ๐Œ๐จ๐ฏ๐ž๐ฌ, ๐๐ž๐ฑ๐ญ ๐’๐ญ๐ž๐ฉ๐ฌ, ๐š๐ง๐ ๐„๐ง๐๐ข๐ง๐ ๐ฌ

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In Part 3, we took a look at how to ๐๐ข๐  ๐๐ž๐ž๐ฉ ๐ฐ๐ข๐ญ๐ก ๐ฉ๐จ๐ฐ๐ž๐ซ๐Ÿ๐ฎ๐ฅ ๐ช๐ฎ๐ž๐ฌ๐ญ๐ข๐จ๐ง๐ฌ ๐š๐ง๐ ๐ซ๐ž๐š๐ฅ ๐ญ๐š๐ฅ๐ค ๐ญ๐จ ๐ ๐ž๐ญ ๐ญ๐จ ๐ญ๐ก๐ž ๐ญ๐ซ๐ฎ๐ญ๐ก ๐จ๐Ÿ ๐ฐ๐ก๐š๐ญ ๐ข๐ฌ ๐ ๐จ๐ข๐ง๐  ๐จ๐ง.

Now itโ€™s time to wrap the conversation up like a total pro.

In this part of the conversation, you are going to bring clarity to the other person by summarizing what you heard. Smoothly transition the conversation. Then if you havenโ€™t already you will make your โ€œKey Move.โ€ And you will wrap up by locking in the next step.

๐‡๐ž๐ซ๐ž ๐ข๐ฌ ๐ก๐จ๐ฐ...

๐’๐ฎ๐ฆ๐ฆ๐š๐ซ๐ฒ: The Summary is all about โ€œconnecting the dotsโ€ for what they told you and what they need to do to fix it. You are matching what they want with how they can get it using your product or service.

The summary should feel consultative where you are putting the pieces together for them, sharing the upside, and highlighting the downside.

Start by letting them know if you can help or not then move to summarizing the issues they told you about clearly and concisely in one sentence.

Donโ€™t forget to check your understanding.

๐…๐จ๐ซ ๐ž๐ฑ๐š๐ฆ๐ฉ๐ฅ๐ž:

โ€œErin โ€“ I can certainly help with that and just want to connect the dots for what Iโ€™m seeing and tell you a little bit about how I can help. Cool? What Iโ€™m hearing is Problem, Problem, Problem and if you do A+B you will get to C.โ€

Tie in your specific product or service to all the โ€œpainโ€ they are in.

๐“๐ซ๐š๐ง๐ฌ๐ข๐ญ๐ข๐จ๐ง๐ฌ: Ask them if they want some help with that and if they do you can transition to whatever the Next Step is.

๐Š๐ž๐ฒ ๐Œ๐จ๐ฏ๐ž: Your Key Move is the thing you are committed to doing during this conversation.

Examples of Key Moves include asking to work together, setting up a fit assessment, keeping in touch, sharing a story, connecting you to a happy customer, making introduction, getting advice or feedforward, signing the agreement, or scheduling next conversation.

The Key Move can happen at any point in the conversation.

๐˜๐จ๐ฎ๐ซ ๐œ๐จ๐ง๐ฏ๐ž๐ซ๐ฌ๐š๐ญ๐ข๐จ๐ง๐ฌ ๐ฐ๐ข๐ฅ๐ฅ ๐ญ๐ซ๐š๐ง๐ฌ๐Ÿ๐จ๐ซ๐ฆ ๐ข๐Ÿ ๐ฒ๐จ๐ฎ ๐œ๐จ๐ฆ๐ฆ๐ข๐ญ ๐ญ๐จ ๐ญ๐ฐ๐จ ๐ญ๐ก๐ข๐ง๐ ๐ฌ.

1) A clear intention

2) A Key Move.

๐๐ž๐ฑ๐ญ ๐’๐ญ๐ž๐ฉ:The Next Step is simply whatever the process is for the next step and getting agreement. Plus confirming/scheduling when it will happen and who will do what.

Never finish a conversation with an active prospect without agreeing to a time and date for the next conversation.

๐„๐ง๐: Simply thank them for their time, confirm the next conversation, and say goodbye.

๐๐จ๐จ๐ฆ!

Youโ€™ve just had a successful conversation.

Iโ€™m going to wrap this mini-series up with a special bonus that includes:

๐€ ๐œ๐จ๐ง๐ฏ๐ž๐ซ๐ฌ๐š๐ญ๐ข๐จ๐ง โ€œ๐–๐š๐ซ๐ฆ-๐”๐ฉโ€ ๐ฒ๐จ๐ฎ ๐œ๐š๐ง ๐ฎ๐ฌ๐ž ๐ญ๐จ ๐Ÿ๐ž๐ž๐ฅ ๐š๐ฆ๐š๐ณ๐ข๐ง๐ , h๐š๐ง๐๐ฅ๐ข๐ง๐  o๐›๐ฃ๐ž๐œ๐ญ๐ข๐จ๐ง๐ฌ, ๐š๐ง๐ ๐š p๐จ๐ฌ๐ญ ๐ฆ๐ž๐ž๐ญ๐ข๐ง๐  ๐ซ๐ž๐ญ๐ซ๐จ๐ฌ๐ฉ๐ž๐œ๐ญ๐ข๐ฏ๐ž ๐Ÿ๐ซ๐š๐ฆ๐ž๐ฐ๐จ๐ซ๐ค ๐ฌ๐จ ๐ฒ๐จ๐ฎ๐ซ ๐œ๐จ๐ง๐ฏ๐ž๐ซ๐ฌ๐š๐ญ๐ข๐จ๐ง๐ฌ ๐ข๐ฆ๐ฉ๐ซ๐จ๐ฏ๐ž ๐š ๐ฅ๐ข๐ญ๐ญ๐ฅ๐ž ๐ž๐š๐œ๐ก ๐ญ๐ข๐ฆ๐ž.

If you are enjoying this mini-series let me know if the comments below.

๐€๐ง๐ ๐ข๐Ÿ ๐ฒ๐จ๐ฎ ๐ฐ๐š๐ง๐ญ ๐š ๐ฉ๐จ๐ฐ๐ž๐ซ๐Ÿ๐ฎ๐ฅ ๐œ๐จ๐ง๐ฏ๐ž๐ซ๐ฌ๐š๐ญ๐ข๐จ๐ง ๐๐ž๐ฌ๐ข๐ ๐ง๐ž๐ ๐ฌ๐ฉ๐ž๐œ๐ข๐Ÿ๐ข๐œ๐š๐ฅ๐ฅ๐ฒ ๐Ÿ๐จ๐ซ ๐ฒ๐จ๐ฎ ๐š๐ง๐ ๐ฒ๐จ๐ฎ๐ซ ๐›๐ฎ๐ฌ๐ข๐ง๐ž๐ฌ๐ฌ ๐ซ๐ž๐š๐œ๐ก ๐จ๐ฎ๐ญ ๐ญ๐จ ๐ฆ๐ž.

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