10 Effective Sales Conversation Starters and Strategies

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Many sales professionals struggle with their sales conversations—often more than they realize. The difference between an average and an exceptional conversation can significantly impact results. Yet, many sellers fall into common pitfalls that hinder their success:

Speaking too much, leaving prospects feeling unheard and misunderstood.
Asking too many questions without adding value, making the conversation feel like an interrogation.
Saying too little, allowing the buyer to dictate the conversation.
Appearing overly eager, which can create a sense of desperation.
Presenting products and services as mere commodities, leading to price-driven decisions.
Struggling with pricing discussions, quickly resorting to discounts at the first sign of hesitation.

There are countless ways to misstep in a prospect conversation, and even experienced sellers often make critical errors. However, by mastering key principles, you can improve sales conversations, build stronger connections, and guide buyers toward confident purchasing decisions. By the end of this blog, you will master the art of sales conversation.

we have handpicked 10 amazing sales conversation starters to help you initiate engaging and productive discussions with your prospects. These conversation starters are designed to establish rapport, pique curiosity, and uncover valuable insights that can lead to successful sales outcomes as per industry experts.

What is sales conversation?

A sales conversation is a structured dialogue between a seller and a potential customer, aimed at guiding the prospect toward a purchasing decision. It involves identifying the customer’s needs, presenting the product or service as a solution, and addressing any concerns to successfully close the sale.

While this may sound straightforward, mastering sales conversations requires more than just presenting a product. Sales professionals must know how to start a sales conversation, keep it engaging, and adapt their approach based on the prospect’s responses. Effective salesman conversations are built on trust, persuasion, and active listening, ensuring that customers feel heard and understood.

Mengapa pembuka percakapan penjualan penting?

Effective sales conversation starters play a vital role in the success of your sales efforts. Without a compelling opening line, sales reps may fail to make the right impression or simply crumble under the pressure of delivering a checklist of information that they have in mind for the meeting.

By using a well-defined and effective sales conversation starter, you have a foolproof plan to grab attention and make things interesting and captivating for the prospective client. Therefore, you can aspire to close deals more effectively. Here are some key reasons why they are important:

To capture attention.
To build a rapport with the client.
To overcome resistance.
To qualify leads.
To guide the conversation.

Studies show that only 13% of customers feel that a sales representative truly understands their needs. This highlights a crucial challenge in sales—effective communication.

In fact, 66% of salespeople are considered average performers, often due to ineffective prospect conversations. Whether it’s knowing the best sales conversation starters, or learning how to capture sales conversations for improvement, you must need the following 10 effective sales conversation starters.

10 pembuka percakapan penjualan yang efektif untuk memastikan kesepakatan

By understanding and improving sales conversations, sales professionals can enhance their performance and build stronger connections with prospects, ultimately leading to better results. Here are 10 conversation starters.

1. Asking about their line of work

Salah satu pembuka percakapan terbaik adalah selalu memulai dengan bidang pekerjaan. Ini adalah cara yang bagus untuk membuat klien berbicara tentang diri mereka sendiri dan apa yang mereka lakukan atau bagaimana mereka bisa sampai di tempat mereka sekarang dengan cara yang sederhana. Dengan menggunakan pembuka percakapan ini, Anda dapat menavigasi beberapa informasi yang mungkin dibagikan oleh klien, seperti:

Their day-to-day responsibilities
Jika mereka adalah pengambil keputusan untuk produk yang Anda tawarkan
Dasar yang sama untuk kepentingan bersama

For example: “How is it being a Product Manager at XYZ company? How long have you held this position?”

2. Asking about how they chose this field of work

Another great way to get the client talking is to conjure up facts on how passionate they are about their field of work and how they chose this as a career path. This can help you in uncovering past companies they may have worked at etc.

You may bond over some of the employees or other counterparts that both parties know mutually which is a great ice breaker with anyone. Using this method, you may discover things like:

Semangat mereka untuk pekerjaan ini
Pengetahuan industri mereka
Pengaruh dan nilai mereka di lapangan

For example: “How did you choose to become a Product Specialist? Have you always had an interest in this field of work? Were you inspired by someone?’

3. Asking them about their goals for the year/quarter

This is a specific yet interesting question that can quickly transfer you into a detailed discussion that can lead to the introduction of your product or service.

Asking them what their goals are, is an easy but direct way to know what their plans are and how your product or service can be effectively used to achieve these goals. Using this method, you can identify:

Pahami tujuan spesifik mereka
Rencana untuk perusahaan dan tujuan langsung mereka
Apa yang harus mereka capai dalam jangka panjang dan jangka pendek

For example: “What are your goals for this year? How is the current quarter looking? How is the year shaping up in the current economic scenario?”

4. Asking about their biggest issue in achieving said goals

This is the best follow up question to the question before this. When combined with each other, this question will bring forth all the pain points that your client is facing and the obstacles they or their team is currently facing.

This is an excellent way to introduce your product or service by positioning it in the right manner by using the same pain points. Using this method, you uncover facts such as:

Titik-titik nyeri klien
Bagaimana mereka saat ini menghadapinya
Cara-cara untuk memperkenalkan produk Anda sebagai solusi yang sempurna

For example: “So based on your goals, may I ask what issues you are currently facing in achieving them? What is the biggest obstacle that you are facing to achieve those numbers/figures right now?”

5. Quoting an industry experts blog/speech or news report

An effective and ice breaking point of discussion is to quote a famous news article or blog or speech that an industry expert has recently made that can get your client talking.

This may require some digging up and being prepared with facts so that you can drive the conversation forward, but it is one of the best ways to engage the client from the get-go. Using this method, you will be able to achieve things like:

Pengetahuan industri mereka
Buatlah mereka merasa nyaman sejak awal
Menempatkannya pada lampu sorot

For example: “I recently came across this news article/speech made by XYZ and it was so fascinating. What is your opinion on this?”

6. Asking them how they are currently addressing their pain points

Metode lain yang langsung dan tegas untuk menyalurkan masalah mereka dan menyajikan produk atau layanan Anda sebagai solusi adalah dengan meminta mereka berbicara lebih lanjut tentang masalah mereka dan bagaimana mereka saat ini mengatasinya. Hal ini dapat membantu Anda:

Membuka diri kepada klien tentang masalah mereka
Mengetahui metode mereka saat ini dalam menangani masalah
Memahami alat atau sumber daya apa yang mereka gunakan saat ini

For example: “May I ask what tools or software's/methods you or your team is currently using to address these issues/problems/pain points? Are they helping you deal with them effectively?”

7. Asking them about their current vendors

This takes on talking about your competitors and therefore should be used carefully. You must be in a position to discuss neutrally about the vendors that are both in the shared field and those that are not.

Talking about vendors and business partners in the same field as both of you opening up the communication method. This method helps you in:

Mengevaluasi produk pesaing Anda
Membuat klien Anda memahami bahwa Anda netral
Membantu membina kepercayaan dan hubungan dalam industri yang saling menguntungkan

For example: “How are your current vendors? I have heard the new product XYZ that they have launched is doing well, what is your opinion on this?”

8. Asking about goals/objectives for next year/future

Asking how the future of the client's role would be and discussing future aims and goals of the company is a great way of establishing trust, relationship and association with the client.

By knowing how they plan to move forward, their goals for the next year or the future, you can strategically insert your own product or solution and establish a business relationship. Using this method, you are able to:

Menciptakan hubungan bisnis
Diskusikan tentang kemungkinan masa depan bersama
Pahami perspektif mereka tentang jalan ke depan

For example: “As the Product manager, what are your goals for the upcoming year? How is the brand/company preparing for next year?”

9. Asking in detail about their likes and dislikes in the current role

Looking beyond the business and the agenda, the sales rep can instantly connect with the client by talking in depth about the roles’ responsibilities, day to day tasks, what they like about their role, what they dislike about their role.

You can ask specific questions such as the tasks in the upcoming day, the best things they love about the job etc. These questions will help you:

Menciptakan hubungan pribadi
Membantu dalam memahami sudut pandang klien
Mampu mempresentasikan produk dengan cara yang paling sesuai

For example: “What are the best things that you love about your job? What is the biggest challenge that comes with this role? What does a day at work look like for you?”

10. Asking the client to educate you on a topic

Giving the baton to the client and asking them to steer the conversation at one point can help you give a great momentum to the meeting. This gives an illusion of shifting power when infect you are opening the client up and helping them guide you.

You can simply ask the client to elaborate on a topic that they mentioned and just let them educate you. This helps in:

Membuka klien
Membuat mereka merasa dihargai dan penting
Benar-benar terhubung pada tingkat yang saling menguntungkan

For example: “You mentioned XYZ earlier which I am unfamiliar with, can you help me understand this? How does this impact your business?”

Namun, bagaimana Anda memastikan bahwa percakapan penjualan tetap menarik, relevan, dan bermanfaat? Dalam artikel blog ini, kami akan membahas strategi yang efektif dan kiat-kiat praktis untuk membantu Anda menavigasi diskusi penjualan dengan baik.

10 cara untuk menjaga percakapan tetap berjalan dalam penjualan

Berikut ini adalah 10 cara tentang cara menjaga percakapan dalam penjualan.

1. Mendengarkan secara aktif dan pertanyaan terbuka

Mendengarkan secara aktif adalah keterampilan mendasar dalam percakapan penjualan. Dengan mendengarkan prospek Anda dengan penuh perhatian, Anda tidak hanya mendapatkan wawasan yang berharga tetapi juga menunjukkan minat yang tulus terhadap kebutuhan dan kekhawatiran mereka.

Untuk mendorong orang lain agar terbuka dan memberikan lebih banyak informasi, gunakan pertanyaan terbuka yang membutuhkan lebih dari sekadar jawaban "ya" atau "tidak". Pertanyaan-pertanyaan ini mendorong diskusi, memungkinkan Anda untuk mengungkap poin-poin penting, tujuan, dan motivasi.

Mendengarkan secara aktif dan mengajukan pertanyaan yang bijaksana membantu Anda membangun hubungan dan menjaga percakapan tetap lancar.

Example: Instead of asking, "Do you need our product?" try asking, "How would solving [specific problem] impact your business?"

2. Menanggapi dengan empati dan mengatasi masalah

Percakapan penjualan sering kali melibatkan penanganan keberatan atau kekhawatiran yang diajukan oleh prospek. Daripada mengabaikan tantangan ini atau mendorong penyelesaian yang cepat, tanggapi dengan penuh empati dan tangani setiap kekhawatiran dengan bijaksana.

Akui sudut pandang prospek dan tunjukkan kesediaan Anda untuk menemukan solusi yang sesuai dengan kebutuhan mereka. Dengan menunjukkan empati dan memberikan wawasan atau alternatif yang berharga, Anda akan membangun kepercayaan dan menjaga percakapan tetap pada jalurnya.

Example: Instead of dismissing a concern, say, "I understand your worry. Many of our clients initially had similar concerns, but once they experienced [benefit], they found it was worth the investment."

3. Bercerita dan contoh-contoh yang relevan

Bercerita adalah alat yang ampuh dalam penjualan. Berbagi kisah sukses, studi kasus, atau contoh yang relevan, dapat membantu Anda membuat narasi menarik yang melibatkan prospek Anda dan menunjukkan nilai produk atau layanan Anda.

Sesuaikan cerita Anda untuk mengatasi masalah atau tujuan spesifik yang diungkapkan oleh prospek, dengan menunjukkan bagaimana orang lain telah mengatasi tantangan serupa dan mencapai hasil yang positif.

Cerita menarik perhatian, memicu rasa ingin tahu, dan menjaga percakapan tetap hidup dan fokus pada manfaat yang dapat Anda berikan.

Example: "We recently worked with a client in your industry who was struggling with [specific issue]. By implementing our solution, they saw a significant increase in [relevant metric], resulting in a 30% boost in revenue within just three months."

4. Membangun minat dan wawasan bersama

Untuk menjalin hubungan yang lebih kuat dengan prospek Anda, carilah kesamaan minat atau wawasan selama percakapan. Kesamaan ini dapat berkisar dari hobi pribadi hingga tren atau tantangan industri.

Menyoroti hubungan ini tidak hanya membangun hubungan baik, tetapi juga menciptakan suasana kolaborasi dan saling pengertian.

Dengan memanfaatkan minat yang sama, Anda mempertahankan keterlibatan dan menciptakan pengalaman yang lebih berkesan dan menyenangkan bagi prospek Anda.

Example: If you discover that you and your prospect both share a passion for a particular sports team, you could say, "I noticed you're a fan of [team]. I'm a huge fan too! Did you catch their recent game? It was incredible."

5. Menindaklanjuti dan Membangun Hubungan yang Berkelanjutan:

Menjaga percakapan tetap berjalan tidak berakhir ketika interaksi awal selesai. Bagian penting dari kesuksesan penjualan adalah menindaklanjuti prospek dan membina hubungan dari waktu ke waktu.

Kirimkan email tindak lanjut yang dipersonalisasi, bagikan sumber daya atau artikel yang relevan, atau bahkan terhubung di platform media sosial profesional.

Dengan menjaga komunikasi yang konsisten dan menunjukkan komitmen Anda yang berkelanjutan terhadap kesuksesan mereka, Anda dapat melanjutkan percakapan dan memposisikan diri Anda sebagai mitra tepercaya dalam perjalanan prospek.

Example: After a productive conversation, follow up with an email summarizing the key points discussed, expressing gratitude for their time, and offering additional resources or assistance.

Use humor and wit

Memasukkan humor dan kecerdasan ke dalam percakapan penjualan Anda dapat membantu meringankan suasana hati dan menciptakan pengalaman yang lebih menyenangkan bagi Anda dan prospek.

Lelucon yang tepat waktu atau komentar jenaka dapat mencairkan suasana, meredakan ketegangan, dan menjaga percakapan tetap menarik. Namun, perhatikan kepribadian prospek Anda dan konteksnya untuk memastikan humor Anda sesuai dan dapat diterima dengan baik.

Example: If there's a lighthearted moment during the conversation, you can say, "Well, they say laughter is the best medicine, and I'm here to prescribe some smiles along with our solution!"

7. personalize and demonstrate knowledge

Menunjukkan pengetahuan Anda tentang industri, perusahaan, atau tantangan spesifik prospek dapat memberikan dampak yang signifikan. Luangkan waktu untuk meneliti dan memahami keadaan unik mereka sebelum melakukan percakapan.

Merujuk pada detail spesifik atau wawasan industri dapat membantu prospek menunjukkan keahlian Anda dan membangun kredibilitas, yang mengarah pada dialog yang lebih bermakna dan berkelanjutan.

Example: "I read your recent article on [topic] and found it fascinating. How has [specific trend] impacted your organization's approach to [relevant issue]?"

8. Seek input and opinions

Orang-orang senang didengar dan dihargai pendapatnya. Mencari masukan dan mengundang prospek Anda untuk berbagi pemikiran dengan Anda tidak hanya mendorong partisipasi aktif, tetapi juga membantu mendapatkan wawasan yang berharga.

Pendekatan ini menumbuhkan rasa kolaborasi dan menciptakan dinamika percakapan di mana kedua belah pihak berkontribusi, yang mengarah pada diskusi yang lebih produktif dan interaktif.

Example: "Based on your experience in the industry, I'd love to hear your thoughts on [specific topic]. How do you see this trend evolving in the next few years?"

As a salesperson, it’s not easy to keep the conversation going when it comes to objections and rejections. Having said that, learn how you can handle objections and rejections with our comprehensive guides.

9. Provide relevant insights and value

Posisikan diri Anda sebagai penasihat tepercaya dengan memberikan wawasan, kiat, atau informasi terkait industri yang berharga selama percakapan berlangsung.

Bagikan sumber daya, artikel, atau laporan yang relevan yang dapat membantu prospek memahami tantangan atau peluang mereka dengan lebih baik. Dengan menawarkan nilai yang tulus, Anda menjadikan diri Anda sebagai sumber informasi yang dapat diandalkan dan mempertahankan minat mereka untuk melanjutkan percakapan.

Example: "I came across this recent study that highlights the impact of [specific issue] on businesses like yours. I thought you might find it insightful in shaping your strategy moving forward."

10. Utilize visual aids and demonstrations

Dalam percakapan penjualan tertentu, alat bantu visual atau demonstrasi bisa sangat efektif dalam menjaga diskusi tetap menarik dan interaktif. Baik itu demo produk, presentasi, atau representasi visual dari data, memasukkan elemen visual dapat menarik perhatian, memperjelas konsep yang kompleks, dan memicu diskusi lebih lanjut. Visual sering kali lebih mudah diingat dan dapat meninggalkan kesan mendalam bagi prospek.

Example: "Let me walk you through a quick demo to show you how our software streamlines your workflow. It's easier to understand when you see it in action."

Tips: The key to keeping a conversation going in sales is to establish a genuine connection, provide value, and adapt to the prospect's needs and preferences. By combining these additional strategies with the ones mentioned earlier, you can navigate through conversations more effectively and increase your chances of achieving your sales objectives.

Kesimpulan

Menguasai seni menjaga percakapan dalam penjualan adalah keterampilan berharga yang dapat memengaruhi kesuksesan Anda secara signifikan.

Dengan mendengarkan secara aktif, mengajukan pertanyaan terbuka, menangani masalah dengan empati, berbagi cerita yang relevan, dan membina hubungan setelah percakapan awal, Anda dapat melibatkan prospek secara efektif, membangun kepercayaan, dan meningkatkan peluang Anda untuk menutup transaksi.

Ingatlah, percakapan bukan sekadar alat untuk mencapai tujuan, tetapi juga kesempatan untuk menciptakan hubungan yang bermakna yang mendorong kemitraan bisnis jangka panjang.

Pertanyaan Umum

1. What is an example of a sales conversation?

In a SaaS B2B setting, a strong sales conversation example involves educating the prospect while addressing their specific pain points.

Example:
Salesperson: "Hi [Prospect’s Name], I came across your company and noticed that you manage a large sales team. How do you currently handle incentive compensation and commission tracking?"
Prospect: "We rely on spreadsheets, but it's becoming a nightmare to manage."
Salesperson: "That’s a common challenge. Many of our clients faced similar inefficiencies before switching to Compass. With our ICM software, companies automate commission calculations, eliminate errors, and improve sales team motivation. Would you be open to a quick demo to see how it could work for you?"

This conversation keeps the focus on the prospect’s needs while positioning Compass as the ideal solution.

2. What are the 5 steps to a conversation in sales?

In B2B SaaS sales, structuring conversations effectively is key to closing deals. Here’s how:

Introduction & Rapport Building – Use personalized sales conversation starters like:

"I noticed your company has been scaling quickly. How are you managing incentive compensation as you grow?"

Understanding Pain Points – Ask qualifying questions to learn their challenges.
Presenting Compass as the Solution – Explain how Compass streamlines ICM processes, ensuring accurate commission payouts and reducing administrative workload.
Handling Objections – Address concerns like cost, implementation time, or integration with existing CRM/ERP systems.
Closing with a Call to Action – Encourage them to take the next step, such as a free trial or product demo.

A structured approach like this helps improve sales conversations and guides prospects toward a decision.

3. How to talk like a salesman?

In SaaS B2B sales, talking like a salesman isn’t about being pushy—it’s about educating and adding value. Here’s how to sound consultative rather than salesy:

Start strong with conversation selling product techniques, e.g., "Many SaaS companies struggle with commission disputes. How are you currently handling this?"
Keep the conversation going by listening actively and responding with tailored insights.
Use data and case studies to back up claims, e.g., "One of our clients reduced commission errors by 90% after switching to Compass."
Avoid jargon and explain features in a way that resonates with the prospect’s role.

A compelling and engaging salesman conversation makes it easier to position Compass as the best choice.

4. What is pitching in sales?

Pitching in sales is about presenting the product as the right solution in a concise, persuasive manner. Let’s imagine the product here is Compass. A winning pitch should include:

A strong hook: "Manually calculating commissions leads to errors and disputes. Compass automates everything, ensuring accuracy and transparency."
Pain points & solution: "Without automation, sales teams waste hours reconciling payments. Compass integrates seamlessly with your CRM, eliminating errors and saving time."
Customer success proof: "One of our clients saw a 40% increase in sales team productivity after implementing Compass."
Call to action: "Let’s set up a quick demo to show you how Compass can help you scale efficiently."

A well-crafted pitch ensures you capture sales conversations effectively and drive interest in Compass.

5. What is a good sales message?

A strong sales message should be concise, problem-focused, and benefit-driven.

Example Sales Message:
"Managing incentive compensation manually leads to errors, disputes, and wasted hours. Compass automates commission calculations, ensures transparency, and integrates seamlessly with your CRM—eliminating inefficiencies and motivating your sales team. Let’s schedule a quick demo to see how it works for your company!"

By leveraging the right retail sales conversation starters and tailoring messages to different stakeholders (finance, sales ops, leadership), you can ensure that Compass stands out as the go-to ICM solution.

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10 Effective Sales Conversation Starters and Strategies to Seal the Deal