The 4 Conversations in every sales call

There are four conversations in every sales call you make:

1. What you wanted to say.

2. What you said.

3. What you think you said.

4. What the client heard.

A few ideas to align your intentions with what the client receives:

• Product demos should be conversations, not show and tell.
• Preview the product feature you’re planning to show and starting with — “You said that tracking your inbound leads from Twitter is one of your biggest marketing ROI problems. Is that right? Got it.
• Map out your sales calls
• Keep your sentences short and consistent.
• Follow a 3:1 ratio in your conversations. For every three questions you ask, leave time for the prospect to ask you a question.
• After 3–4 sentences that you speak, pause for the client to speak.