What’s In This Episode:
Last week, Jill and Brad discussed what a salesperson does. Today, they're talking about the sales process. Is it driven by the customer?
"As a salesperson, you need to lead the conversation." - Brad
Do you wonder why people would want to buy from you anyway? If you ask some of the right questions, you may gather insight. Either they don't know of you at all, or they know a lot - they follow you on social, they spend time looking through your website - and overall, it's good to know where you stand.
"Salespeople are not good listeners." - Jill
And if you're leading the conversation, you need to be able to ask questions and get answers that will help you help your customer. And you also need to listen, which as Jill points out, is very counterintuitive. And you might not be the solution for what your client and prospective lead needs, but you might be able to figure that out with them together.
Once you've asked your questions, you may be able to come to a diagnosis - and you might be able to figure out the problem even before your lead has articulated it. Talking that through and recognizing additional problems leads to trust, which is vital in the sales relationship. Then you move on to the confirmation and feedback stage... and then, signing on the dotted line.
How does your sales process work in your business?
Hang out with Jill and Brad!
Only a few more days 'til you can join Jill and Brad for drinks at their FIRST EVER offline event! Meet them September 13 at Park & Field in Chicago to get your shouting on. RSVP here.
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