Conversation VS Presentation

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2 - The Foundation

In sales if you are presenting to a customer you are typically talking at the customer. If you’re engaging in a conversation with the customer you’re talking with the customer. As a setter you want to live in that conversation zone. Most of the time when customers say no, it’s not because they’re truly not interested in saving money, it’s because they aren’t listening to what you’re actually saying. Having a conversation with the customer makes the setting more comfortable which allows the customer to lower their guard and truly open up and most importantly listen to and hear what the whole offer is.

The following are examples of what key elements of conversation vs presentations are.

Conversation in sales:

Focus on building rapport and understanding the customer's needs and preferences.
Use open-ended questions to encourage a two-way dialogue and uncover key information.
Listen actively and show genuine interest in the customer's concerns and challenges.
Share relevant stories or examples to illustrate how your product or service can address the customer's specific needs.
Maintain a friendly and relaxed tone to create a comfortable and engaging atmosphere.
Highlight key features and benefits of your product or service in a clear and structured manner.
Use visuals, slides, or other tools to support your points and explain complex concepts.
Emphasize the value proposition and unique selling points of your offering.
Provide data or statistics to back up your claims and build credibility.
Engage the audience by asking rhetorical questions, using persuasive language, and maintaining a confident and professional demeanor.

Presentation in sales:

Talking non stop to the customer without breaking up the conversation with questions and soft closes
Lack of eye contact
Standing like a rock and not moving throughout the entire pitch
Talking over the customer when they have a statement or questions
Have a monotone voice that does not fluctuate. Having a “pitch voice.”

As you seek to perfect the art of conversation keep the following in mind.

Memorize the pitch: this allows you to relax and not worry about “ what am i going to say next”
Ask Questions: good rule of thumb is to ask at least one question during each step of the setting process
Slow down and listen