056: Sales Conversations that Convert With Ian Stephens

We are all in sales, whether we are selling a tangible product, ideas, or our own brand. And when it comes to sales, we want to appear authentic and genuine to serve the right clients.

Sales and selling are often associated with having an icky feeling, but our guest today shows better ways to influence and get our ideas across to other people.

In this episode of the Business Chat Podcast, I speak with Ian Stephens, a Peak Performance and Sales Productivity Coach, award-winning speaker, and author.

Ian shares that the key to executing a successful sale is curiosity. Some don’t listen to a client’s story with gusto and intent, rather, they immediately jump into solution mode.

For Ian, it’s important to engage in a conversation with a blank page, he listens and asks good questions, and is not tempted to offer solutions right away.

He believes that clients can tell if a person is genuinely concerned about their issues, needs, and challenges. By having the mindset of curiosity, you are directing the conversation towards a better chance of converting.

Time Stamps:

Ian's transition from a corporate background to professional speaking (01:40)
Where do people go wrong when it comes to selling? (07:05)
The mindset we need to execute a successful sale (10:02)
How to positively handle objections (12:47)
How do we become more authentic at selling? (16:22)

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Connect With Ian Stephens
https://ianstephensspeaks.com/
Connect with Ian on LinkedIn

For full show notes visit: Businesschatpodcast.com.au

Lisa Evans helps professionals to craft compelling business stories and become exceptional speakers. Lisa is a certified speaker coach, public speaking and presentation skills facilitator, Lead TEDx speaker coach, author, NLP practitioner, and graphic recorder.

She has coached thousands of leaders across various industries, including resources, banking, finance, engineering, retail and sales, and not-for-profit and community associations.

If you wish to take advantage of a complimentary session to chat about how you can become an exceptional and successful speaker with a stand-out brand, then use this link to book a time to chat. Download my e-book – How to Build Confidence and Overcome Nervousness.