Tag Archives for " asking question "

Donald Kelly, The Sales Evangelist

TSE 535: TSE Hustler’s League-“Become An Expert In The Details”

Donald Kelly, The Sales Evangelist Are you keen to details? Or are you just too assuming your prospects will understand? Today’s snippet taken from our past training session over at the TSE Hustler’s League is focused on being expert in the details. Where in your sales process can you better focus on the details?

A few areas where you can focus on details:

  1. Qualifying

Get a better grasp on not only their statistics but really dive more into the challenges they’re facing. This way you can put together an even more compelling solution. You can be technical, but if you’re able to do a better job of getting the details out of them, every account would be a slam dunk for you.

Do a better job on the front end by really uncovering all their pain and most importantly, getting them to feel it. Help draw out emotions from them.

  1. Presentation

Make sure your prospects understand your product and what that means for them, exactly what value you’re bringing to the table. Make it seen in their mind why it’s important for them to have your product or service. Paint a picture by telling a story.

Stop assuming your prospects already know these things and they understand. Go deeper into details and when you do that, you get better results.

The Principle of the 5 Why’s

This was originally conceptualized by Toyota but this principle has been used by a lot of companies today because it’s so effective. The idea behind this is to dig into the details. For each problem, ask why five times so you can go deeper to the core root of the problem until you can offer a solution.

For example:

A person drives into work and gets a flat tire. Most people say you need to get the tire fixed. Instead, ask yourself…

  1. Why did you get a flat tire? (I hit a pothole.)
  1. Why did you hit a pothole? (I was driving fast and I didn’t see the pothole.)
  1. Why were you driving fast and didn’t see it? (I was late for a meeting.)
  1. Why were you late for a meeting? (I didn’t set my alarm clock.)
  1. Why didn’t you set your alarm clock? (Because I was lazy and went to bed early so I didn’t have the time to set it.)

The deeper you go, the better you understand. The root problem here is that this person is unorganized. For sure, there’s going to be another issue other than the pothole.

Today’s Major Takeaway:

Dig down into the deepest level of your customer’s whys. Go into the details.

Episode Resources:

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Donald Kelly, Building Value

TSE 512: Sell Me What I Need, Not What You Want

Donald Kelly, Building ValueI want to share with you an experience I had when I was shopping for a computer monitor over the weekend. And this salesperson who approached me was probably a fan of Glengarry Glen Ross’ Always Be Closing!

Things he did wrong:

No questions were asked about how he can help me with. Anyway, I just went with what I wanted.

Then the salesman simply pushed their promotion for me to sign up for a credit card but that was a total turnoff because in the first place, I didn’t need that.

He didn’t dive into questions to find out what I really needed. There was no education on his part. There was no value added at all, but only wanted me to add another credit card to my wallet. Again, it’s what he wanted, not what I wanted.

So when I told him I wasn’t interested, he jumped into offering me a $20 discount, which was a dishonest way of selling.

As sellers, we need to make sure we take care for our customers. How do you make sure you’re bringing value to the table?

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Principles I want to underline when you’re selling:

  1. Seek first to understand than to be understood.

Go into the prospect’s shoe and go into their situation. Understand their challenges. Realize that prospects are now more educated when they come to the table. Do not push your own agenda.

  1. Your Call-to-Action:

What can you do to add more value? If you were to offer a promo such as a credit card, you could approach it in a way that you tie it into the needs of the customer.

Do you have some tips related to customer-focused selling? I’d love to know more about them!

Today’s Major Takeaway:

Give your customers what they want and not what you want to sell them. Do this and you will always get what you desire since they will know, like, trust, and love you.
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Episode Resources:

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What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

Donald Kelly, PandaDoc

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