1. Avoid acting like anybody else.
You know, in some ways it sounds obvious, but what I notice is that most salespeople are doing the same thing in some edition.
They're getting in front of a prospect that they're all excited to pitch whatever they can patch the present to all the features and benefits that they can give, and they're maybe asking a few questions, and then they're going right back to that briefing where they're doing most of their chat, they're not offering their prospect a lot of opportunity to actually talk.
2. Take risks with prospects.
There is no more effective approach to selling than the higher risk approach, but most sellers are unwilling to take risks.
Obviously, human beings are risk-averse, there is a justification for this. Over time, human beings who are still here today are most likely here because they didn't take many chances, they didn't jump in front of that lion and so they survived and so their descendants continued. People have always been punished for not taking huge risks, but taking risks will give you the greatest rewards in today's world (particularly in selling). Assuming that the risks are measured. So, the next time you think a prospect is a way to feel it, or maybe they just don't seem interested just to say it. Say, "I have the feeling that this doesn't make sense. Is that correct?" See what they say, a lot of times what's going to happen is that the risk will be rewarded by saying,' no no no, I'm sorry. I haven't been focused. I'm here. Then he'll want to hear what you've got to say. Take the risks with the prospects.
3. Get them talking.
Recently, some powerful data have emerged that the more the prospect speaks during the discovery conversation, the more likely the salesman is to close the sale.
So now we know that the higher the word count is the prospect, the more likely it is to close the sale. So what we want to do is ... to understand that the more we can get our prospects engaged in conversation, the more likely we are to make the set..
4. Shut up.
The whole system is rude, but the more likely we are to have our prospects talking, the more likely we are to close the deal.
Sometimes people get excited about their offering and what they're offering and all the amazing solutions they've got, so they talk too much and end up losing the deal.
We need to break that pattern and instead really focus on them, getting them going. The less talking we’re doing, the more effective we are
5. Nobody cares about your company.
Again a lot of new data is coming out that shows that when salespeople talk about their company for too long, it is highly correlated with negative outcomes and sell. So this means that your prospects don’t care about your company, they don’t care about all the awards you’ve won; they don’t care about your CEO and they even don’t care about how long your company’s been around.
What they care about is “does this salesperson who works at this company solve the challenges I have?”
If it’s not about them, they don’t care about you.
So don’t focus on your company. What you want to do is instead, focus your conversation to what are the key challenges that they’re looking to solve, what are the key objectives that they’re looking to accomplish and when you’re focused on that now you’re building real value in the conversation.
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