The Absolute Best Way to Start a Sales Conversation [WITH ANY PROSPECT]

How you start sales conversations often predicts how the rest of the conversation will go—and determines whether you’re going to close the sale.

Those initial moments of a sales conversation have a ton of influence over how the whole interaction will play out. And the stronger your sales conversations, the higher your likelihood of successfully closing sales.

As one of my mentors always used to say, “Start strong, end strong.”

Starting sales conversations strong will enable you to get prospects to open up, engage, and eventually make purchasing decisions.

In this video, I’ll show you the absolute best way to start a sales conversation with any prospect. Check it out:

1. Develop your Opening Play.

In the Sales Insights Lab method, we emphasize a process known as your Opening Play. Unlike traditional concepts, such as a 30-second commercial or elevator pitch, our aim isn’t to deliver a rehearsed spiel. Instead, we advocate for an approach that kickstarts genuine sales conversations. Crafting a structured approach for the initial 20 to 30 seconds is vital because many salespeople tend to ramble when asked, “Who are you? Why should I talk to you?” A concise Opening Play is key to a successful sales conversation with any prospect.

2. Start with what you help clients achieve.

An essential element of an effective Opening Play is to start the sales conversation with what you help clients achieve. Instead of diving into what you sell or your company’s features, focus on the outcomes you facilitate for your clients. Is it increased sales, cost savings, improved IT infrastructure, or enhanced comfort in their homes? Tailor your Opening Play to address these client-centric outcomes.

3. What key challenges are you seeing?

This phase of the Opening Play signifies a powerful turn in the sales conversation process. By articulating the top three challenges observed in a prospect’s space, you offer a powerful bird’s eye view. Reflect on the significant challenges your prospects face and how you can resolve them. Identifying these challenges not only showcases your understanding but also provides the prospect with insights into their situation.

4. Do any of those issues ring true?

Concluding your Opening Play with a prompt for engagement is crucial. Unlike the traditional approach where silence often follows a rehearsed pitch, ending with the question, “Do any of those issues ring true?,” brings the prospect back into the sales conversation flow. Encouraging prospects to share their perspective and insights at the end of your Opening Play ultimately fosters a more meaningful dialogue.

So there you have it. Now you know the absolute best way to start a sales conversation with any prospect. Which of these concepts did you find most useful for initiating your own sales conversations with prospects? Be sure to share your thoughts in the comments section below to join the conversation.

As always, if you found this helpful, I would be grateful if you’d please share it with someone else or many others. People can get my weekly emails and free eBook, 25 Tips to Crush Your Sales Goal by clicking here. And be sure to check out the Sales Insights Lab Accelerator.