Dr. Murielle Thezenas is a Mindset Business Mentor and Trainer for Female Entrepreneurs, Certified Closer, Creator of ©LoveClosing. She helps solo female entrepreneurs (coaches, trainers, consultants, freelancers) overcome their struggles with sales and build financial freedom. She is one of the Top 15 Coaches in Paris by Influence Digest Media.
As an entrepreneur, your conversations are not mere exchanges. They are strategic tools that enable you to connect with your audience, understand their needs, and ultimately close your sales. However, effective conversations do not rely on improvisation. They are built on three fundamental pillars that, once mastered, will transform your results.
1. The art of questioning: Understand and qualify
Asking the right questions can turn an ordinary conversation into a decisive exchange. It allows you to uncover your prospect’s real needs and determine if they are qualified for your offer.
Key questions to explore include:
What is their biggest pain point?
What are their major challenges?
What transformation are they truly hoping to achieve?
Are they ready to invest?
Effective questioning goes further and requires mastery of:
Active listening to demonstrate understanding and respect for your prospect.
Reformulation to clarify expectations and avoid misunderstandings.
Validation to confirm alignment with their true needs.
Tip: Favor open-ended questions. For example:
"How can I help you achieve your goals?" generates a richer exchange than "Do you need help?"
Additionally, use micro-commitments to keep your prospect engaged. A phrase like:
"If I understand correctly, you want to solve [problem] by [date]. Is that right?" reinforces your expertise while clarifying expectations.
2. The art of control: Steering the conversation
A successful conversation is like a well-choreographed dance: it follows a clear thread. You must maintain control while leaving space for your prospect.
This means:
Guiding your prospect through every stage of the conversation.
Refocusing discussions when they veer off-topic.
Responding confidently to objections to reassure and maintain trust.
Mastering the art of control also involves:
Managing your emotions to remain professional, even during sensitive exchanges.
Maintaining a respectful atmosphere, which is essential to ensure a positive outcome.
Being directive with kindness, ensuring the conversation stays on track without rushing your prospect.
Tip: Anticipate objections or sensitive moments by preparing empathetic yet firm responses, such as:
"I understand how this might feel stressful, but here’s how we can move forward effectively."
By staying empathetic while steering the conversation, you become a reliable compass for your prospect.
3. The art of the "shift": Leading to the close
The "shift" is the critical moment when the conversation transforms into a tangible opportunity. This transition requires:
Reframing the needs to remind your prospect why they reached out to you.
Positioning your offer by showing exactly how it uniquely meets their expectations.
Creating momentum by leading to the next step (signature, appointment, etc.).
Closing isn’t a matter of chance; it depends on your leadership and a well-prepared process. You must clearly outline the next steps, explain the timeline, and reassure your prospect.
Tip: Conclude your exchanges with an affirmative and engaging question, such as:
"Does this align with your needs? If so, let’s move to the next step right now!"
Conversations: A vital skill to develop in 2025
Like any muscle, the art of conversation needs regular practice. To improve, avoid these common pitfalls:
Talking too much and giving your prospect little room to express themselves.
Filling silences unnecessarily, as they allow your prospect time to reflect and add weight to your points.
Turning the meeting into an impromptu coaching session.
Hesitating to close out of fear of rejection.
Failing to recognize buying signals.
Tip: Always have a prepared script to guide your exchanges. This will help you refocus the discussion and advance with clarity and confidence.
Ready to take your conversations to the next level?
Every conversation is an opportunity for growth in your business.
Become the compass that guides your prospects with mastery and confidence! With the right strategies, you can turn your exchanges into tangible results.
Join my next masterclass: "Mastering Sales Meetings to Multiply Your Revenue." Sign up for free today and start leveraging the full potential of your conversations in 2025!
Read more from Dr. Murielle Thezenas
Dr. Murielle Thezenas, PhD Mindset Business Mentor Coach
For many female entrepreneurs, sales and closing are synonymous with pressure and manipulation, which slows down their expansion.
Dr. Murielle created the ©Love Closing to teach these professionals to appropriate the keys of an ethical closing, aligned with their energies and sacred feminine, enabling them to master their sales, grow their revenue, and achieve financial freedom.
©LoveClosing places the female entrepreneur and her values at the heart of a simplified sales process driven by love, the most powerful energy for ethical negotiations and sales.
Dr. Murielle Thezenas is renowned for having trained over 800 female entrepreneurs in her proprietary ©LoveClosing method: she is one of the Top 15 Coaches in Paris by Influence Digest Media.
