Getting rejected even before you start your sales pitch can be frustrating. The amount of stress and pressure from deadlines and targets also makes it difficult to think clearly. Burnout eventually happens, and you might start to doubt your capabilities.

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However, after training more than 5,000 people globally to become international speakers to close sales on stage, we found out that making millions of dollars in sales all comes down to one simple quality: the subtle power of charm.

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1. Start a conversation

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Warm up by opening up a conversation and not diving into mentioning your service or product right away. Ask relevant, open-ended questions. Build rapport and genuinely make that connection with your client. Make a good first impression by remembering their name and mentioning it again before you end your conversation.

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2. Show that you’re actively listening

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Acknowledge what your prospect is saying to make them aware that you’re truly listening to them. Make the conversation about them and address any issues they bring up. Aim to talk less and listen more. This way, you’d also have a better grasp of their potential hesitations and build a stronger connection.

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3. Be open to ideas

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Your prospect will likely have a different opinion on certain matters. If this opinion is directly related to your offering, take a step back before attempting to rebut it right away. You want your client to know that you’re there to help them address their challenge, not to just push your idea.

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4. Establish trust

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As much as possible, get clients through mutual acquaintances or friends, as this eliminates or at least lessens the gap compared to being a stranger.

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Always be truthful about the value you offer. When you listen to their needs and challenges, this is your opportunity to see if your service or product holds value to your prospect. 

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5. Don’t take things personally

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Keep your cool whenever you encounter complex prospects or clients. Try to understand where the customer is coming from, acknowledge it, and check back if there are pain points that can be highlighted to match your offer.

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6. Personalize

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People can always tell when you’re using a generic script. Once you’ve done your homework on engaging your client in an open conversation, you can now personalize your proposition much easier and more confidently. This way, they will easily connect their problems to your proposed solution.

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These six techniques might sound overwhelming for some at first, but when you continue to practice having open conversations and showing genuine interest as a person, you’re bound to master confidence when closing sales. 

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