This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer's needs are early in the process, rather than "showing up and throwing up." Mike has been training business development teams across the globe for about 20 years.
The discussion centered on "closing deals,"; the goal of every sales leader, wanting their team to close deals, bringing in revenue for the company. Mike teaches from looking at the selling perspective and helping the sales representative learn to hear the customer and get the customer to articulate what they like about your product, diving into selling themselves on the product, helping to ease the customer way toward the close. Part of this critical technique is sincerely listening and not talking. Once a sales representative learns how to listen and not talk, business increases naturally.
Mike talks about he used a Manila folder when he was selling books. His was a unique idea and tactic that ended up onboarding new clients. It wasn't a "technique"; it came out of his sincerely listening and reading what the customers were saying, uncovering desires.
Salespeople should be taught how to discover what differentiates products and articulate the value proposition in a way that helps them translate to uncovering and solving their customer's needs.
Listen as Greg & Mike discuss the merits and pains of requiring sales reps to be fully trained on their organizations' products and the importance of having emotional intelligence.
This podkast will have sales reps wanting to rewind and listen again!
Create your
podcast in
minutes
It is Free