Starting a conversation about the economy can be tricky, especially in uncertain times. Here’s a modern approach to guide your team in creating meaningful economic discussions with clients.
Acknowledge the Challenges
Help your team create openings that begin by recognizing the current economic difficulties. This shows an understanding of the prospect/customer’s situation and creates an immediate connection.
“Hey there, I know things have been quite challenging lately with _________________ (company specific or general economic info). How has it been impacting you with __________ (specifics about their job)?”
Encourage your team to share relevant customer success stories, without naming the customer. This helps clients see that they are not alone and that there are ways to navigate through tough times.
“One of our clients shared _________________ (company specific or general economic info). They found that by focusing on __________ (generalities about what they did), they were able to see some positive changes. What new strategies have you tried recently?”
Ask Impactful Questions
Empower your team to ask questions that invite the client to share their experiences and concerns about the economy. This not only shows genuine interest but also opens the door for deeper conversations.
“How has the current economic climate been impacting your __________________________ (business operations or goals)?”
In a team meeting have your salespeople bring their favorite question to have prospects/customers open up.
Along with how they get to a place in the conversation that the prospect/customer is comfortable and willing to answer!
Pause and Listen
After making a statement or asking a question, teach your team to pause and give the client time to respond. Remind them that the pause isn’t awkward to the prospect/customer – as they’re thinking of their response!
If the client doesn’t respond, encourage them to gently rephrase the question to keep the conversation natural.
Remind your team that these conversations should always come from a place of genuine interest. By showing that they care about the client’s situation, they build trust and foster stronger relationships.
Final Tip: change how your salespeople think about business conversations b having them think of how they’d discuss these topics with a close friend. Keep it conversational, relaxed, and above all, sincere!
By following these steps, your team will be better equipped to engage in meaningful economic conversations that build trust and uncover opportunities for collaboration.