TSE 1440: Ask Powerful Questions During Inbound Meetings Without Interrogating Your Prospects
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TSE 1440: Ask Powerful Questions During Inbound Meetings Without Interrogating Your Prospects

On today’s episode of The Sales Evangelist, we’re joined by David Goings, self-professed sales nerd and current SMB team lead at LogicGate. 

 

David believes in making an impact in the prospect’s sales journey.

  • Sales, at its core, should bring a positive impact to your customer’s lives.
  • You might do that through your products and services. But sometimes it’s just in the experience you have with the customer.
  • From an inbound perspective, you need to consider where the customer may be in the buying process. With an inbound conversation, the prospect may have already identified that problem internally. 
  • In an outbound conversation, you may have piqued someone’s interest, but the prospect is still identifying the problem. 

 

David’s Three Tips to Avoid Conversations Feeling Like an Interrogation

  • Change your mindset. You need to come in and understand that your job is to help the other person, not to make a sale. You morally can’t pitch products and solutions until you know the prospect’s current situation and goals.
  • Set expectations for both you and your prospect. It all starts from humans wanting to know what’s next. For any kind of business setting, especially a first conversation, ease the customer’s mind and let them know what will happen in the conversation.
  • Bring a perspective. Young professionals have a hard time feeling they belong in the room. They’re not experts. But while they may not be an expert in their industry, they’re experts in buying technology, in their customers, and their customer’s stories on how we’ve impacted them.
  • Here’s a bonus tip: ask layered questions to understand your customer’s needs. David uses the TED acronym: tell me, explain to me, describe to me.

 

David’s advice for the sales professional:

  • The way we do things as sales professionals in the sales process can be the differentiator for us.
  • Unpack and understand your “why” as a sales professional. If you can get behind your “why,” it positively impacts the customer.
  • Read “Selling with Noble Purpose” by Lisa McLeod.

 

Want to get a hold of David? Reach out on LinkedIn (and be sure to congratulate him on his recent job change.) 

This episode is brought to you in part by Skipio.

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This episode is brought to you in part by NetHunt CRM.

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Try NetHunt CRM today at https://nethunt.com/tse.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

 

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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