Ruth Kusemiju shares three ways to open sales conversations without pitching: lead with customer success stories and results, expand on an idea that caught their interest, or share market insights and competitive intelligence. Each approach positions you as a partner focused on their outcomes, not your product.
Chapters
Hi, Social Media Boss Lady here again, and this is video 2, continuation of how to converse with prospective customers. So the last video I did tell you that good selling is about creating conversations with decision makers and not pitching them. And I left you off with a question that, okay, so if I can't talk about my products, my services, my solutions with prospective customers, then what else can I talk about? So look, there are 3 things I'm going to give you that that you can, um, that as a salesperson, that when you want to open conversations with prospective customers, the 3 things that you can talk about to, so to speak, lay the groundwork to let them know that you are all about helping them reach their objectives, their desired outcomes. So the first thing would be you could discuss business results. Yes. The second thing, you could expand on insightful ideas and The third thing is that you could provide important information. So I'm going to take you one by one. So, um, in terms of discussing business results, so basically if you focus on your value proposition, that is what makes you different from the competition, or you share a success story that of what you've done for a customer, it helps you get your foot in the door exactly. And because the prospect will want to find out how did you help this customer that's in my industry or in a related industry, how did you help them achieve this goal? So rather than telling them about your processes, your services, the solutions, the capabilities, or the technology that you do, rather you could share with them success stories, results that you have garnered down through the years of working with certain customers to help them achieve certain goals. Okay, and they definitely would ask you also, how did you do this? You could tell them, okay, so we did— we put this and this and this and this together. We did this strategy along with this tactic and it produced this result. Okay, because the fact that what you're trying to do here is that you're trying to basically use business results to transition into questions so that you can know more and more about your prospect. Okay, you could also expand on insightful ideas. Now, if you, so to speak, enticed— oh yes, should I use the word enticed? Yes, I think if you You have enticed your prospect to meet with you, maybe from an idea you shared through your communication, whether it was online or offline. And rather than focusing on what you have to offer and everything, focus on that idea and then build the conversation onwards, because it was that idea that led them to have a meeting with you. And so when you focus on that idea and then expand downwards or upwards to whatever problem it is that they have, you'll find that you'll be able to get your foot in the door and achieve much more. So don't just get, um, bogged up, sucked up in a conversation that just only talks about your products, your services, your solutions, and you cannot even find out or start a conversation with your prospective customers about their business or the challenges or the problems they're trying to solve. And then providing, um, the third one, which is providing important information, because The fact that companies, most big companies, basically are interested in information about their industry, the marketplace, their customers, their competition. And so if you dangle this kind of information in front of them and tell them basically this is what your competition is doing and these are the loopholes, this is where you can target them and be able to legally or ethically steal their, uh, their audiences. I mean, who is not open, open to increasing their market share? So basically, if you can get such insightful, important information when you are approaching big decision makers. You'll find out that it helps you get your foot in the door. So basically, I just gave you 3 short ways on how to converse with prospective customers. One is that you can, through business results, results, customer success stories of what you've done for people. Two would be you can expand on insightful ideas. It was probably with an idea that started the conversation, and so you can build upon that idea and then progress it see how you can help them solve whatever problems that they have. The third thing would be providing important information about their competition, about the marketplace, about their industry, and showing them through this information the loopholes that are there to help them achieve their desired results. So basically, when you can tackle via these 3 steps, you find out that you're on your way to good selling with your prospective customers. As usual, my name is Moskady Siddeh, signing out. That's all I have for you today, and I'll see I'll see you next time on another video with another training. And take care, guys, and enjoy your day. Bye!
