Welcome to issue #1 of Compelling Conversations. Compelling Conversations is the latest incarnation of Effortless Selling and was born of a realization that the best salespeople really do not sell. You will never see a great salesperson engage in anything that resembles any selling system that you may have read about or been taught. Instead the really great salespeople know how to engage their prospect in conversation that engages their thought process as well as their emotions.
To understand what a Compelling Conversation(tm) is a couple of definitions are probably in order here.
Conversation: The spoken exchange of opinions, thoughts and feelings.
Present: To introduce especially with formal ceremony.
Presentation: An act of presenting or the state of being presented.
It is worth noting that onlyin the definition of conversation do you find the the phrase "a spoken exchange." Giving a presentation is very one-sided with the presenter doingt all of the talking. In a compelling conversation there is a verbal exchange, but that exchange must follow a very definite formula. From a sales stand-point the compelling conversation flows as follows:
The June 1 blog will focus on the distinction between small talk and a meaningful conversation. Then in future issues we will delve into each stage of the sales conversation and learn how to engage in a Compelling Conversation.
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