Think about the best conversationalist you know. They would likely admit they still have a lot to learn about the art of conversation.
How much more should you realize the same truth?
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”
— Dale Carnegie
By simply reading this far in this post, I can already tell you have some understanding of how we all have room to grow in this area. We, as sales professionals, must continually grow in the art of conversation.
Conversation is the medium by which we make a living and fulfill our dreams for ourselves and for our families. That’s why I looked up an extremely useful set of resources on this topic for you.
Sales Engine’s Director of Sales & Digital Strategy [and marathoner] Jenny Poore (@salesenginejp) blogs for @SalesEngine. She wrote a post back in 2013 that still remains as one of my favorite resources on the topic of effective conversation for sales professionals. (I had bumped into it one day and it was exactly what I needed to read in that moment.)
The post is titled, “A Salesperson’s Guide To Conducting Sales Conversation,” and it’s a part of Sales Engine Blog’s Art of the Conversation series.
The text of the post itself won’t even take you 2 minutes to read. The primary reason I consider it so valuable for you to read is the more than half-a-dozen links to additional resources on the variety of subtopics making up the most important aspects of The Art of the Conversation.
The post asks a couple of questions as section headers. Specifically:
- What is the “art of conversation”?
- How can I, as a salesperson, spend more time in meaningful sales conversation?
There’s a video embedded in the paragraph under the first header (“Entrepreneurial Selling” 5:20 minutes in length, by Kaufman Founders School). Through questions asked and explanation given, the video is both a wake-up call for us and the perfect way to quickly increase your interest in learning more about becoming a stronger communicator.
DON’T MISS >> There are 4 links in the next section of the post which link to quite brief, but helpful posts with information you can put into practice today in your next conversation.
Finally, there’s an offer to access a free ebook titled, How to Communicate With Influence: For Sales Pros and Leaders. It’s a more than fair trade for sharing your name and email address. If this topic interests you, then you’ll get a lot out of the ebook.
If you download the 42-page resource (written by Sales Engine’s CEO & Founder, @craigwortmann), be sure to check out the“Preparations & Sales Meetings Checklist” near the end of the book. It’s a great cheat sheet to ensure you’re ready for every meeting, and conversation, moving forward.
[Reading Time: 2:00]
[Video Viewing Time: 5:20]
QUESTIONS: [taken from the end of Jenny Poore’s post]
Do you think conversation is an art form? How do you know when you’re in an meaningful conversation?
What tips and strategies would you give a rookie salesperson when it comes to conversations with prospects?