Most salespeople are all about instant gratification to make a quick sale or convincing someone to buy a product or service that gives them a bigger commission. Isn’t this a kind of “sales malpractice”-- to sell something your customer doesn't need or can’t afford? Is a quick sale worth a stained reputation? How can you sell in a way that better serves the customer and transforms them into an evangelist for your business? In this episode, Wes Schaeffer shares a different path to reaching success in sales.
Do what successful entrepreneurs do, and you will become one.
The biggest mistake made by new people in sales is to attend workshops, take notes, and daydream of success instead of going out there and putting everything they learned to the test.
In order to be a successful entrepreneur, you need to do what a successful entrepreneur does. This applies to any career path.
Selling is a calling for those who use the doctor-patient framework. You don’t just sell the most expensive product or service. You sell what your prospects need and what they can afford.
In this episode, we covered the predictability of human nature and how hard it is for some salespeople to make the switch from the quick sale to actually listening to the needs of their prospects. We also covered how asking questions puts you in the control of the situation, and learning not to criticize the situation your prospect is in.
We also discussed:
- How to practicing active listening and diagnosing the problem
- The power of downselling if it’s in the interest of your prospects
- Why you should never wing it and always know what you are going to say next
Whoever asks the questions is in the control of the conversation. Don’t try to sell anything before knowing what the problem is. Criticizing or pointing out obvious mistakes your prospects are making only annoys them. Let them speak about why they came to you. Let them criticize their own situation. Look at being a salesperson as like a doctor. After you hear the symptoms, you give a diagnosis. You don’t try to sell the patient on the meds, because they already know what happens if they ignore their issue.
Guest Bio -
Wes Schaeffer is the CEO of the Sales Whisperer, author, speaker, and a Hubspot partner. But most of all, he’s known for his expertise in CRMs and wild success in sales. He also shares his knowledge and expertise in sales at http://www.thesaleswhisperer.com/
Books written by Wes: