The pushy salesperson is still the preemptive perception many people think of when they think of salespeople, but in today’s world, that image is no longer accurate. Instead, closing a sale is best accomplished by overcoming objections by selling with a servant’s heart. In today’s episode of The Sales Evangelist, Donald is joined by Jim Doyle to discuss why this is so important.
What exactly is the term “selling with a servant’s heart?”
- It is being obsessed with the customer outcome. It’s more than a win-win because if it’s right for the customer, it’s right.
- A short term might not be in the seller’s best interest if it means the customer wins in the long term.
- You’re here to serve, not to sell. This should be the default mentality of salespeople. As you embrace it, you’ll see more success with this mentality.
A servant’s heart can help overcome objections.
- One of his book chapters is, “ask a million questions.” Salespeople are taught to answer questions without focusing on uncovering the seller’s needs. Instead, an in-depth conversation is needed to understand their situation thoroughly.
- A transactional seller is likely to hear more objections than a diagnosis-based seller.
- Objections are likely tied back to a lack of information, and that lack of data results from the three-question qualification process.
- Selling is the process of taking away the buyer’s risk. As a seller, make the leap of faith as small as possible. And how you approach the sale is what reduces risk.
Mitigating risk overcomes objections and is leads to more sales.
- Especially in the corporate setting, the decision needs to help both the company and the specific buyer.
- Help the buyer feel comfortable and aware of the process to reduce their likelihood of objections.
Teach, not sell.
- As a seller, explain how and why your solution will work for the buyer rather than simply explaining why they should buy it.
- Focus on being a solution provider, which means entering a meeting being clear on your intentions, questions, and process.
Jim’s final takeaway? Everything you give is given to you in return. So, focus on making a difference in the world for positivity to come back to you. Connect with Jim on LinkedIn and find Jim’s book “Selling with a Servant Heart” on Amazon.
This episode is brought to you in part by LinkedIn Sales Navigator.
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This episode is brought to you in part by Skipio.
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This episode is brought to you in part by Closers.io.
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This episode is brought to you in part by Scratchpad.
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Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.