Business Owner & Sales Coach...

Picture the scene -

A conversation between a Business Owner and a (decent) Sales Coach...

BO:

"... So I'm great when I get in front of prospects."

SC:

"What's your conversion rate?"

BO:

"100%."

SC:

"100%??"

BO:

"Well...pretty much."

They then proceeded to listen back to 5 recorded sales conversations.

Only one converted into contractual business.

SC:

"I don't mean to sound rude, but wasn't your conversion rate 100%?!"

BO:

"Well 'A' didn't have budget...with 'B' the timing was off, 'C' didn't have it near the top of their priority list...and 'D' is waiting on funding."

SC:

"So, without sounding too pointed, would you say your conversion rate is closer to 20%...based on these five meetings?"

BO:

"Well...er...I guess you're right with these yeah."

The sales coach then went into detail about uncovering needs & building a business case by asking the right types of questions, finding out what's really going on in the business to drive change - problems, causes, impacts - how they feel about it, why now, and why change at all.

And guess what?

Barely any of that had been covered during the 5 recordings they listened to...

So are sales conversion rates genuinely based on deep discovery & getting to the truth of a prospect's predicament?

Or, are there much deeper layers to explore to truly understand someone's situation?

And by being this thorough...will potential objections/barriers to working together start to fade away?

Maybe...

Will conversion rates increase?

Perhaps...

You at least give yourself a greater chance.

Sales, and the ability to run & manage an effective sales meeting with tact, leadership and insight is not easy.

It's a honed skill and takes years of practice to get right.

In this example...