We are speaking with Anese Cavanaugh (author of Contagious Culture and one of my favorite people) discussing the topic: “How to Have Productive Sales Conversations.”

The prep work for the sales conversation can make or break it. Before you walk into the conversation you have to have 3 things:

1. presence - be fully present
2. intention - what is your intention for the conversation?
3. energy - what energy are you bringing and is it authentic?

Killers of sales conversations

1. Lack of presence
2. Beliefs that don’t serve you
3. Lack of curiosity

5 Steps to a productive sales conversation:

1. Outcomes - what outcomes do you want from this meeting?
2. What is the emotional impact you want to have on these people? How do I want them to feel? How do I want them to experience me?
3. How do I have to show up in order to meet those outcomes and emotional impact?
4. Beliefs - What beliefs do I need to hold in order to show up that way?
5. What action do I have to take to make this happen?

Read more: http://blog.spinweb.net/spinradio-episode-52-how-to-have-productive-sales-conversations#ixzz4BcMXM2zp
Follow us: @SpinWeb on Twitter