1. “Drop the excitement”
Now I know this is counter to what so many of us have been taught, but, excitement in the sales conversation is crushing those conversations.
It's actually hurting the conversations. prospects are so used to salespeople that have tons of enthusiasm and tons of excitement so immediately what that excitement is doing is it's putting us in the bunker with all the other salespeople out there. And obviously we want to stand out completely from all of that and we want to think like a doctor. how would a doctor engage in a really valuable conversation? By understanding exactly what's going on. The value in the conversation is not me and what I have to say but instead, me asking really good questions to drop out of the prospect what they most care about.
2. “Don’t ask probing questions”
Now, I see so many videos and trainings about probing questions, great probing questions to ask and I always think about the idea of probing as exactly what we don't want to be doing and this is what so many salespeople right now are actually doing.
Probing is really the process of asking a bunch of different questions to a prospect without a consistent flow. So it's like they're just poking around all over with no specific process of exactly what they are looking to discover. on the other hand, a sales pro is going to be asking a series of questions that are really building value in the process and they're all working through one flow.
So it's not like they're over here and then they're over there and then over here again and then after a week, they're back here.
So, try to ask good questions not more questions.
3. “Challenge your prospects”
I always think back to that old school adage that the customer is always right or the client is always right. We so often extrapolate that to a sales conversation as well. But the reality is that your prospects are not always right. In fact, they're usually quite often wrong.
When you ask a prospect about their key challenges, so often, they're going to come to you with a challenge that's not really the key challenge, it's like it's an outside challenge but it's not really the core of what's wrong and so it’s your job as a high-level professional salesperson, to challenge your prospects, not in an aggressive way, right?
But instead, to challenge them with exactly understand what's really going on. Help them discover what the key challenges or what the key objective is.
If you do that, now you are the ultimate sales expert!
4. “Live in data”
This is really something that transformed selling in just the past few years. The amount of data that we can get on our prospects before we even talked before we even interact with them. Now, of course, one of the best sources of prospect data is ultimately going to be coming from the LinkedIn navigator because there's so much valuable insight that you can get from your prospects.
So we need to know, what is really driving this person, what do they care about and who are some of the key people that are in similar positions to them. Understanding before you meet with an important prospect understanding all the data and all the information that you can get on this person, to really understand the whole picture.
So, these were the 4 secrets of pro salespeople. Our team is trying hard to research more on this topic, so we are making more blogs on it. Until next time, do good, be good, and be in the beautiful path of business.
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