What to Say to Get More Sales Wins and the Biggest Deals—An Interview with Mike Schultz

RainToday.com's Podcast: Marketing & Selling Professional Services

Many service professionals have an abundance of value to offer, yet often their conversations with buyers prevent them from ever achieving great success. They don't know how to uncover what prospects really want, they fail to communicate the value they offer, and they're unable to build trust.

"Whether we have two clients, 20, or 200, there could be 10,000 more that you could work with," says Mike Schultz, co-author of Rainmaking Conversations. "There are so many people out there that could benefit so much from what we bring to the table, and yet they don't because they're not paying attention to us and they're not buying from us. And the gap between this value that we offer and millions of dollars worth of sales is conversations."

With the right attitude and skills, you can improve your win rate and win the biggest deals, he says.

Listen as Schultz explains some of the key aspects of having successful sales conversations, including:

• The most important conversation you'll ever have
• The importance of uncovering prospects' aspirations
• How to get prospects to reveal their aspirations
• Why you must make personal connections with prospects