How Should I Leverage Previous Conversations in a Sales Call?

The short answer is that you can use your previous conversation as a valuable opportunity to encourage the customer to make a decision. For instance, you might offer to honor an old price if they agree to join or purchase during the call today.

Full Explanation

Leveraging prior conversations in a sales call means revisiting what was discussed before to create an incentive for the prospect. By bringing up your previous interaction, you provide context and remind the customer of earlier offers or agreements. This approach can help to build trust and demonstrate goodwill if you propose maintaining an earlier price as part of a current offer. Essentially, it’s about using the history of your communication as a tool to motivate decision-making on the spot.

Step-by-Step Breakdown

Recall the previous discussion with the prospect to understand any terms or offers that were made.
Identify a key point from that conversation that presents an advantage, such as a previously quoted price.
During your current sales call, bring up this previous offer to remind the prospect of the opportunity.
Use this as an incentive by proposing to keep the old price if the prospect decides to join or purchase during the call.
Encourage urgency by clarifying that the offer is tied to the immediacy of the decision-making.

Real Examples

One effective way to use a previous conversation is by telling the prospect, “Since we spoke last time and I mentioned a special rate, I can still honor that price if you decide to proceed today.” This simple approach links their past interest to a current benefit and offers motivation to act now.

Common Mistakes

Failing to revisit or remind the prospect of the prior conversation, missing the opportunity to use it as leverage.
Not connecting the previous offer clearly to the current call, which may confuse or disinterest the customer.
Forgetting to create a sense of urgency by not tying the old price to an immediate decision.

FAQs

Why is referencing a previous conversation effective?: It reminds the prospect of prior interest and offers a foundation for a compelling reason to act now.
Can I offer the old price at any time?: It works best when connected to a timely decision during the current sales call.

Key Takeaways

Previous conversations contain valuable information that can be leveraged as incentives.
Offering to keep an old price during the current call encourages immediate action.
Be clear and timely when presenting this opportunity to maximize its impact.