We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds.
The beliefs in Sales
- Salespeople don’t come from a place of selling. Rather, we come from a place of serving.
- The leave-behind frames the clients so that they would feel like they are being served, they have a good understanding, and that there are clarity and simplicity to your offer.
- The frame is a context. It’s a way of looking at something. In whatever conversation you’re having, it’s always important to set a frame. In sales, you need to set a frame in a way that clients see a positive context on things so that it becomes easier for them to say yes.
- The use of questions is critical in sales. The way you ask questions builds up authority and credibility.
Before the leave-behinds
- You can visit Beautiful.ai. It’s a site where you can create amazing pamphlets and slides to give to people before you start your presentation.
- It’s like pre-framing people by giving them something beforehand. It may be case studies, social proof, or other credibility-building support.
The importance of leave-behinds
- The higher the value of what you’re selling is, the more customized your leave-behind should be.
- It can be an actual presentation, or anything that would provide added value.
- You need to ask yourself what your client would need to believe to move forward and how you can demonstrate that kind of belief they have to adapt.
- It matters what you leave behind.
- How you handle the objections on the spot is a measure of how good of a salesperson you are.
- Think about the top four objections why people don’t say yes and prepare for them.
- To be a great salesperson, you need to understand human beings.
- It is important to be more conscious in considering what it is like to be the client, understand where they are coming from, and what beliefs they need to have.
- Being a great salesperson means selling a great product to people who need your product. It is your duty to convert their mindset so that they take action on something that is good for them.
“Discovery: How Important are Leave-Behinds After Remote Discovery Meetings” episode resources
This episode is brought to you in part by Skipio.
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you sick of crickets? The pain of sales reps continually reaching out with phone calls and emails and not receiving a response is real.
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