Today, I’m here to help you — whether you’re a direct seller, network marketer, or coach — enhance your business by mastering the art of unscripted selling.

Let’s dive into what sales fluency is, and how you can start applying it to make more sales.

1. Unscripted Conversations

The first element of sales fluency is the ability to have unscripted conversations. This means letting go of any rigid, formalized approach and just being you. Are you afraid of showing up as your authentic self? I hope not! You’ve been living with yourself for a long time, after all.

Here’s the thing: People don’t want to be pitched to, and they likely don’t even know exactly what they need when they’re in a state of confusion or frustration. Instead of asking, “What do you need?” start with something more engaging, like, “How would you feel if your skin was exactly how you want it?” By focusing on feelings and outcomes, you create an unscripted conversation that flows naturally and allows you to learn more about the person in front of you.

2. Adaptability

Being adaptable is the next key to sales fluency. Not everyone speaks at the same pace, thinks the same way, or shares their thoughts easily. Some buyers are slow and thoughtful; others are quick and decisive. Adaptability means adjusting your pace and focus to match theirs. If you’re speaking to a slow, thoughtful person, take your time. If they’re fast and energetic, keep up with them! Being adaptable keeps you in sync with your buyer.

3. Emotional Intelligence

Sales fluency also means tuning into the emotions of your buyer. Emotional intelligence isn’t just about hearing words — it’s about picking up on the feelings behind those words. Is your buyer frustrated? Hesitant? Confused? Ask questions that help them express what brought them to you.

For example, if you’re a coach, instead of rattling off your services, ask, “What are the measurable results you’d like to achieve through coaching?” Let them articulate their expectations, and you’ll have a better understanding of how to serve them — whether it’s working together or recommending someone else.

4. Confidence in Questioning

Confidence is built through asking great questions — specifically, open-ended questions. Instead of trying to guide the conversation to the product or service you want to sell, focus on uncovering their real problem. Often, people don’t even know the root of their issue; they’re just scratching the surface. Open-ended questions help you dig deeper.

For instance, if you’re selling healthcare supplements and they’ve tried everything, don’t focus on what worked or didn’t. Ask them, “How would you like to feel if you were truly healthy?” By focusing on their desired outcome, you’ll shift the conversation to what they genuinely want, setting both of you up for a much more fruitful discussion.

5. Problem-Solving Focus

Once you understand their vision, you can move into problem-solving mode. This is where you align your product or service with their desires. Most sales scripts just talk about products in general terms. But when you’re fluent in sales, you can tailor your solutions to the specific needs of the buyer.

Say you’re speaking to a solopreneur who’s overwhelmed with time management. Don’t ask, “What are you using for time management?” Instead, ask, “What would your day be like if you didn’t have to deal with the tasks you hate the most?” Now, you’ve shifted the conversation into a solutions-based framework.

6. Active Listening

Active listening is the glue that holds sales fluency together. This means truly hearing what the buyer says and reflecting it back to them. When you restate their feelings, frustrations, or desires, they know you’re paying attention. It also helps you stay on the same page and build trust.

For example, if they mention they’re hesitant about pricing, instead of getting defensive, say, “What do you think an affordable solution might be for you?” You might find that what you’re offering is actually within their budget, but they need a little more clarity.

7. Closing Without Pressure

Finally, closing the sale should feel natural, not forced. A great close happens when the buyer feels confident in their decision — because you’ve helped them clarify their yeses and no’s. Refer back to what they’ve shared throughout the conversation. Remind them of the examples they gave and the outcomes they’re seeking. This isn’t about pushing them; it’s about helping them connect the dots for themselves.

Sales fluency is all about facilitating a conversation where the buyer hears their own thoughts more clearly and feels understood. When you master these seven steps, you’re not just selling — you’re helping people make informed, confident decisions.

Wrapping It Up

To recap, sales fluency consists of these seven steps:

~Unscripted conversations

~Adaptability

~Emotional intelligence

~Confidence in questioning

~Problem-solving focus

~Active listening

~Closing without pressure

Are you ready to take your sales game to the next level?