Imagine starting your sales conversations with what truly matters. Forget the fluff and focus on your client’s goals and challenges. Here’s how…
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So I know many of you have been around in sales as long as I have.
And I know for those of you who have been in sales as long as I have, you were taught a sales methodology or a sales process that got you to build some rapport upfront with your customer, and maybe even talk about personal things.
Cute baby, lovely picture, oh you sail,…
questions like that.
You know, let’s get rid of those completely.
They’re tough questions for people to answer and they’re really uncomfortable.
And they also make you look like a salesperson and sound like one, too.
You know, people love to talk about the challenges that they’re facing or the greatness that they’re trying to accomplish.
So instead, start your conversation with, you know, what are you trying to accomplish? What challenges can we help you with? Tell me about the current way you do business and how you want to improve it.
Get quickly to their desired state.
This is where people really start to light up.
You know, compliment them: you’re smart to be trying to resolve this issue.
I’m curious, what ways have you seen that will get you to your end goal? What would you really like to accomplish? What does good look like to you? You know when you can get to those questions quickly, people really are engaged in the conversation because you’re turning them into solution provider.
You have time for the personal stuff long after the sale is made or deep into that discovery after you’ve actually earned the right by showing you belong there and you can help, to ask them those questions.
So start with current situation and desired situation questions first.
Get them to open up about the things that they’re looking to accomplish, and you will have better discovery calls.
Don’t forget to check out: How Long to Keep Calling?!