th images menu user export search eye clock list list2 arrow-left untitled twitter facebook googleplus instagram cross photos entrep-logo-svg

3 Conversation Starters to Convert Prospects Into Customers

To start a sales relationship off right, offer value out of the gate and understand a prospect's challenges
By Marc Wayshak |


 

Your first conversation with a prospect is one of the most important parts of the entire selling process. If you nail this conversation, you’re likely to set up a meeting, which can turn into a closed deal. Unfortunately, most salespeople have no idea how to start a successful conversation with a prospect. Instead, they just launch right into a pitch.

 

Instead of ruining your chances with a salesy monolog about your product or service, it’s time to be strategic about the way you talk to new prospects.

 

Some conversation starters simply work better than others, and you should start using these proven talking points right away, every time you engage with a prospect. Set yourself apart from the competition, crush your sales goals and convert more prospects into customers by adding these three powerful conversation starters to your repertoire:

 

 

1. 'Here’s what’s going on in your market now…'

This conversation starter establishes you as an expert in the prospect’s market and immediately builds trust between you. If you can show that you understand the trends in your prospect’s industry, you’ll open the door to a whole new level of connection between you. When a prospect thinks you’re going to provide them with valuable information, they’ll listen closely to what you have to say -- and that’s half the battle of any sales conversation.

 

When you start a sentence with, “Here’s what’s going on in your market right now…” you are showing the prospect your value right out the gate. Continue on to share your key observations about the prospect’s industry today, and you’ll have your prospect’s full attention for the rest of the talk.

 

 

2. 'Three challenges I see in your industry are...'

This next one is about sharing three common challenges that you see in the prospect’s marketplace. Pretty simple, right? Surprisingly few salespeople do this, and it’s an incredibly powerful conversation starter. Make sure that whatever challenges you bring up are ones that you know how to solve for your prospect.

 

Be sure to pick three challenges that are likely to be relevant to most, if not all, of your prospects, so you don’t alienate a potential customer at this early stage of the conversation. To make sure you start this conversation in an effective way, write down a few challenges and have them on hand when you make your next sales phone call.

ADVERTISEMENT - CONTINUE READING BELOW

 

 

3. 'What’s the toughest challenge you’re facing?'

This question is so simple, yet so powerful. It encourages your prospect to lay it all on the table: What’s the prospect’s biggest frustration right now? Moreover, it implies a follow up: How can you help them solve it? Don’t be afraid to just ask this question! You’ll be glad you did.

 

This straightforward conversation starter accomplishes many things at once. Your prospect will see you as an expert who knows what’s going on; you’ll engage the prospect further in a valuable conversation, and you’ll be ready to take that conversation closer to a closed deal by focusing on the key challenges they’re facing.

 

*****

 

Copyright © 2017 Entrepreneur Media, Inc. All rights reserved.

This article originally appeared on Entrepreneur.com. Minor edits have been done by the Entrepreneur.com.ph editors.

 

 

Latest Articles

Property Tycoon Urges Php200-300 Hike in Daily Wages for Construction Workers

A boon for labor, the proposal could be tough for small construction firms that cannot absorb the...

byPauline Macaraeg | October 17, 2017 11:00:00

Financial Adviser: 5 Retail Lessons Every Startup Can Learn from the Co-Founder of Lazada

Lazada is the largest e-commerce destination in the country today. How did they do it?

byHenry Ong | October 17, 2017 11:00:00

The Most Powerful Word in Business Is 'No'

Focus in business is one of the key ingredients to success. Focus comes from the word no

byTim Denning | October 17, 2017 08:00:00

How One Entrepreneur Found Lasting Success By Focusing on 3 Basic Business Principles

A single-minded focus on revenue can blind you to how badly your business is really doing

bySerenity Gibbons | October 17, 2017 06:00:00

Use This Successful Entrepreneur's Scheduling Secret to Have Your Most Productive Day

Monitor your energy levels to know when to attempt your biggest tasks

byNina Zipkin | October 17, 2017 02:00:00

22 Influential Matriarchs From Notable Filipino Families

We round up a list of inspiring and accomplished women who have made an impact on Philippine society

byHannah Lazatin and Paolo Chua for TownandCountry.ph | October 17, 2017 00:00:00

Is Your Company Among 6 PH Firms Included in Forbes’ List of the World’s Best 500 Employers?

The local companies include the country’s biggest banks and property developers

byLorenzo Kyle Subido | October 16, 2017 17:00:00

Bigger and “Instagrammable” Stores Driving Greenwich To Growth

Franchise the homegrown pizza-and-pasta brand for a minimum fee of Php1 million per store

by | October 16, 2017 16:00:00

3 Takeaways on Digital Transformation from IMMAP’s DigiCon 2017

The conference chairman sums up the highlights of the three-day mobile marketing summit

byLorenzo Kyle Subido | October 16, 2017 12:00:00

3 Ways to Build Entrepreneurial Resilience for the Next 'Wave' of Challenges

When the problem is what you didn't do, the solution begins with figuring out what to do next

byJeff Boss | October 16, 2017 08:00:00

If You're Going to Fight, Fight Early

Facing conflict head on, asserting yourself and getting on the same page is critical to success

byKevin Hart | October 16, 2017 06:00:00

Here's Why Companies Lose 17% of Women Employees at Mid-Career

While many women take a career off-ramp for different reasons, most just don't want to be "stuck"

byAmanda Schnieders | October 16, 2017 02:00:00