In this Expert Insight Interview, Amira Alvarez discusses increasing your sales through conversation. Amira Alvarez is the founder and CEO of The Unstoppable Woman. She’s got big dreams, big things she wants to accomplish, and she bets you do too.
This Expert Insight Interview discusses:
- How conversations can help salespeople serve their customers
- The need to look at sales conversations as a “two-way street”
- The importance of listening to your prospects and customers
Sales as a Service
Sales professionals talk to people all the time, and many would argue that their conversational skills are exceptional as a result. But Amira Alvarez argues that it is how you talk to people that really matters. If you’re in sales, you know that it is all about service. As a salesperson, you’re there to solve your customer’s problems by offering them a product or service.
Unfortunately, salespeople often fail to connect the dots for their customers. They don’t ask the right questions or treat the person they’re talking to as their friend or colleague, really trying to hear them out. The best way to dig into your customer’s problem is through honest, authentic conversation.
People have been doing a lot more virtual meetings, in part due to the pandemic and in part because this is a much more efficient and convenient way of communicating. However, this has led to an increase in “monologuing” in sales conversations. Even when we think we’re having a conversation, we often end up delivering a monologue, only occasionally stopping and waiting to receive some feedback.
Obviously, it will always be necessary to hit the points you need to hit within a sales pitch. Still, it is crucial to recognize that each conversation can go in many different directions.
Do you want to control the frame of your sales conversations? Absolutely! Do you want to be the one asking the questions? For sure! However, when the prospect answers these questions, instead of just running on to the next point in your script, try to listen, pay close attention, and really see what they are saying.
This is so important because there is so much more meaning to be gleaned from being present in the conversation than simply taking what is being said at face value and only focusing on the surface level.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.