How to sell Improved Jan 12th 2022

<aside> 💡 Competence is the ability to facilitate the prospects desired outcome.

</aside>

The goal of sales is simple:

“Who can get the most information from who?”

If you’re the one giving most of the info, you’re setting yourself up for failure.

If you’re the one gathering most of the info, you’re setting yourself up for success.

Now you might be thinking, HOW do I gracefully not give the prospect all the info?

2 tactics

Give vague answers and flip it back to them “Pricing is going to depend on many factors John. Tell me more about…” and then continue probing
Answer questions with questions..

“That’s the 3rd time I was asked about integrations today. Why is that so important?”

Use disarming phrases in the beginning before flipping back to them

If prospect keeps asking the same question obviously answer it.. but most first time questions are not the real questions

<aside> 💡 Bad reps give out all the information, Good reps take in all the information. Todays Buyer is radically different than even 10 years ago. Most of them are well informed they just need to bring it home.

</aside>

<aside> 💡 Your top priority in any sales call is to turn the conversation emotional. You sell to Quantifiable Pain and then offer the solution

</aside>

<aside> 💡 Pitching = Creating desire. Selling = Providing pain relief

</aside>