Why is sharing part 3 if it’s in the middle of the diagram?
Conversational Engineering for sales = taking the time to create space – moments – an environment that encourages prospects and customers to want to talk with you.
- Listening is the most difficult part of the conversation equation
- Crafting good questions allows the space needed for people to talk (giving you the opportunity to listen!)
- Salespeople share all of the time…
If salespeople share all of the time, why write about it?
The key to having a great conversation is to make sure you are ONLY sharing relevant information – ideas – conversation points.
- FRAMING: is to make sure you preface a question with why someone will want to tell you the answer! Answering their unspoken question “What is in it for me to answer this question?”
- ANSWERING: after they’ve asked YOU a question!
- CONTEXT: may be a story about a client like them, industry information that is relevant to them, etc that adds to the conversational topic. Offering context may also help you frame OR answer a question they’ve asked.
Before you start telling someone anything, consider if it falls into one of these categories!
Of course – once you share, be sure to ask a question to get them talking again. The UpYourTeleSales definition of a conversation is “an exchange of ideas between two people.”