Mastering the Curiosity Conversation: 27 Years of Sales Success with Theresa French

Are you struggling to land high-value clients and close lucrative deals with C-suite decision-makers? You’re not alone. Many entrepreneurs and consultants find selling to top-level executives daunting, often plagued by imposter syndrome and unsure of how to navigate those crucial conversations.

Theresa French is the founder and CEO of SellMark Sales, a sales consultancy and coaching firm specializing in helping non-traditional salespeople master the art of sales conversation. Today, Theresa shares her expertise on the importance of consistency in the sales process, from marketing to delivery, and the techniques for creating genuine connections and understanding with prospects, even those at the C-suite level. Tune in to find out more!

Quotes:

1. “If you know how to sell, you can write your paycheck for anything, anytime, anywhere.”
2. “Sales can be a lot of fun if you allow it to be and don’t let it become a daunting or overwhelming task.”
3. “Money loves speed, so we don’t want to waste time learning how to use a CRM or figuring out other technicalities. Let’s get the basics that can be taught or done for you out of the way and then focus on every conversation you will have.”

Takeaways:

• Define and stick to a consistent sales process – from marketing to delivery. Ensure your messaging is aligned throughout the customer journey.
• Approach sales conversations with genuine curiosity. Ask deep, thoughtful questions to uncover your prospect’s true needs and challenges rather than making assumptions.
• Research your ideal client profile extensively to find relevant common ground and talking points that will help build trust and rapport.
• Treat the sales conversation like a “prosecuting attorney” – be intentional about the information you need to gather to make a compelling case for your solution.
• Consider investing in personalized sales coaching and training to elevate your skills in navigating high-level sales conversations.

Conclusion:

A consistent, personalized sales approach that prioritizes genuine connection and understanding is crucial for building lasting relationships with customers. Sales professionals can create more meaningful interactions by focusing on individual needs rather than relying on generic scripts or assumptions. This tailored approach enhances customer satisfaction and fosters loyalty and trust. Ultimately, prioritizing authentic connections leads to more tremendous success in sales and long-term business growth.

Links Mentioned: 

Guest Links: 

LinkedIn: https://www.linkedin.com/in/tjsellingcoach 

Website: https://theresatalks.com

Email: theresa@salescallcoach.com

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