The Conversation About the Future Made Possible
A few years ago, our founder, Gabriel Dabi-Schewebel, launched a unique selling process called Q2C. This method, which stands for Qualification to closing, allows salespeople like you to build a framework that helps qualify and close the right prospects – one that sees your product’s usefulness and is willing to empty their wallet to experience its benefit.
This method will extensively help you better prepare for sales appointments with prospective customers and also help you master your sales cycle to sell faster. Like every sales process, Q2C involves steps that make its execution possible. The conversation about the future is the second step of this value proposition process.
Therefore, this article covers every detail of the conversation of the future and how to structure it efficiently to close more deals in your pipeline. Since Salesdeck is all about improving sales conversation, we also dive deeper into choosing the cards associated with future enabled conversations and how to use them to set up your deck in Salesdeck: select the cards that work for you and customize them to suit your offer and prospects.
To discover more about sales conversations and their successful implementation, we invite you to download an extract from our book Q2C selling written by Gabriel Dabi Schwebel and Nicolas Delignières.
The conversation about the future made possible; what is it?
Salespeople often make the mistake of believing that what matters in sales is helping the prospect solve their problem. This is true, BUT it is so because solving problems opens up a world full of possibilities for your prospect. You must, therefore, preach not only the resolution of problems to your prospect but also the new opportunities and hidden benefits that this resolution offers.
Future possibilities are often more valuable than present capabilities.
Humans thrive on future benefits rather than on instant gratification. It’s, therefore, crucial to tease prospects on what lies ahead once he has solved his problem with your solution.
This will increase the perceived value of your offer by elements that were not originally thought of. In addition, this often allows you to prepare for the future and tackle objections and red flags that might be a roadblock to conversion.
So, what are the steps to creating conversations about the future with Salesdeck?
Let your Prospects Describe their Future
Don’t fall into the trap of dangling impossible results and an utterly imaginary future. The best sales conversation lets your prospect describe how your product solves their problem and the job to be done in the future!
It is more effective to agree with your prospect to enrich his projection than to sell a dream. Moreover, by doing so, your prospect takes ownership of your solution, its potential, and the fact that he is convinced! The freezing effect comes into play, and it will be difficult for him to say that the solution is not suitable later.
The cards associated with the conversation about the future made possible
You have understood the principle and the interest of the future made possible conversations, but you don’t know how to apply it concretely to your sales process? Here are the cards that will be very useful to structure your conversation and set up your deck in Salesdeck. You are free to keep the cards that suit you and change the order you use them in sales meetings.
The response to the challenges
Ensure that your solution solves the prospect’s problem and takes a form adapted to their situation; otherwise, you will not be able to progress in your sales process.
The Value of the Offer
Value what will be within your prospect’s reach once he has solved his problem with your solution.
Co-construction of the Conversation
Don’t leave your prospect passive during the value proposition phase. Just because your mission is to convince them doesn’t mean that you are the only one who should be active.
You will need a detailed picture to size your prospect’s needs appropriately. Offer to co-create it from a base that suits you. This way, you will have the information you need, and the prospect will have a reference document.
Enhancing the Value of the Offer
Open up new opportunities that your solution offers and expand on the other problems it can solve. Increase the value of your solution by going beyond solving your prospect’s initial problem.
You don’t want to put your prospect on the spot by making them feel pressured or forced. Ask them questions to identify their fears and sticking points to provide adequate answers.
What questions does your prospect have about your solution? What do they fear? Are there any aspects they are missing to be fully satisfied with the solution?
Lack of Projection
Identify the problems and your solution, and define together the solution’s deployment sequence. This helps your prospect project and sell your solution to other decision-makers within the company.
The value proposition is very collaborative and content-intensive. There is a lot of content that allows you to engage your prospect and co-construct an optimal value proposition with them.
At this stage, writing an action plan together allows you to create content with your prospect that will help them choose your solution and engage with you.