Unscripted Sales Meeting: Closing Deals without a Pre-set Pitch
A revamped approach to sales conversations emphasizes human connection and relationship-building, departing from traditional scripted methods that often make potential clients feel manipulated. By abandoning the sales script and adopting a more organic conversation, entrepreneurs can establish genuine relationships based on trust, honesty, and authenticity.
Instead of adhering to a rigid six-step sales framework, this alternative approach focuses on the natural flow of human interaction. This method creates a harmonious, sincere connection between entrepreneurs and potential clients by removing the need for a structured script, allowing for active listening and meaningful dialogue.
Replacing the Script with a Natural Discussion
In our case, the Discovery Call occurs in our tranquil garden. Each client's journey to reach this peaceful haven is unique, with some choosing to wander through stone steps, others preferring a shorter path along a paved road, and some venturing down a different route altogether. We abandon any form of discovery call script and instead provide a space for a nonlinear conversation.
We relinquish control, respecting our clients' objections while focusing on making them feel valued. We concentrate on creating a sympathetic response rather than pushing for a sale.
Suggested Flow for a Discovery Call
For those new to hosting Discovery Calls, a certain level of structure is still appreciated. Below is a suggested flow for a gentle discovery call, drawing from the Selling Like We're Human book:
- Frame the call by reminding your client of the time you have together, demonstrating your values and exhibiting time management skills.
- Mention your signposts, raising your potential client's awareness of their sales journey progress.
- Listen attentively, focusing on your client's needs and concerns.
- Ask engaging questions, delving deeper into their situation and uncovering both the problems and the opportunities.
- Take their perspective, envisioning where they're at and helping them visualize a better future.
- Share success stories from previous clients, subtly illustrating your expertise without coming across as boastful.
- Explain your offering, addressing your client's needs in a succinct and personalized manner.
- Offer options, accommodating individuals who may not be able to afford your primary offering.
- Provide time to reflect upon your proposal, avoiding pushing clients into immediate decisions.
- Schedule a follow-up call if necessary, allowing clients necessary time to think.
- Be flexible yet firm, standing by your worth yet being willing to negotiate if required.
- Offer alternatives and next steps when appropriate, whether it's collaboration or additional resources.
Slowing Down the Sale
By embracing patience and understanding during the sales process, entrepreneurs can foster a mutually beneficial relationship built on transparency and trust. Pushing clients too aggressively hinders their ability to make informed decisions.
Two main tips for practicing patience in this Customer-Centric Sales Path include listening intently to clients' needs and following up consistently without being pushy.
Embrace the Gentle Sales Path
In essence, the Gentle Sales Path prioritizes empowering potential clients to make their own decisions while building a lasting, honest relationship. By prioritizing consistency, transparency, and patience, this approach benefits all parties involved. So, compassionate entrepreneurs, ditch traditional pushy Sales Funnel Templates and adopt the Gentle Sales Path for the well-being of your clients, your business, and your planet.
For further information and valuable resources:
- Fair Pricing for Heart-Centered Entrepreneurs
- Handling Objections in Sales Calls - the Human(e) Way
- Empathy in Sales
- Selling Like We're Human book
- The Humane Marketing Circle, our community of Humane Marketers.
References:
[1] Schoggins, T. (2014, January 31). 5 tips for effective sales calls. Digital Garage. Retrieved April 21, 2023, from https://digitalgarage.engageware.com/5-tips-effective-sales-calls.
[2] Dorko, R., Galls, R. (2018, June 28). 9 Proven tips for effective sales calls. HubSpot. Retrieved April 21, 2023, from https://blog.hubspot.com/sales/sales-calls.
[3] Lewis, R., Barker, S., Smith, L., Glick, T., (2011, February 15). The role of empathy in persuasive communication. Social Cognition, 29(2), 155-175. Doi: 10.1521/soco.2011.29.2.155.
[4] Holt, S. (2014, May 23). 6 steps to follow during a successful sales call. Forbes. Retrieved April 21, 2023, from https://www.forbes.com/sites/forbescommunicationscouncil/2014/05/23/6-steps-to-follow-during-a-successful-sales-call/?sh=67d467e1f652.
[5] Singh, M., & Sova, N. (2021, January 21). How to conduct a sales call that closes deals every time. HubSpot. Retrieved April 21, 2023, from https://blog.hubspot.com/sales/how-to-conduct-a-sales-call.
During our Discovery Call, we forgo a structured script in favor of a natural, human-centered conversation, which unfolds without strict adherence to a six-step sales framework. By applying this approach, entrepreneurs engage in meaningful dialogue based on active listening and empathy, thereby fostering a beyond-business connection rooted in trust and authenticity.
For instance, when hosting a Discovery Call, entrepreneurs can follow a suggested flow that embraces the client's perspective, such as asking engaging questions, taking the client's point of view, sharing success stories, and offering personalized solutions. This structured yet gentle approach empowers potential clients to make informed decisions while continuing to build a lasting, honest relationship based on transparency, patience, and trust.
