Today’s episode of Sales from the Street focuses on the importance of clarity when doing your sales. I’m bringing in Wayne Herring to share with you how clarity has become a challenge for him and what he has done to achieve it so he can better his sales performance.
Wayne Herring has a coaching and consulting business where he helps companies build their own salesperson recruiting process to help them transition from being the primary seller to building the team.
Here are the highlights of my conversation with Wayne:
Wayne’s biggest challenge:
Not being clear on who you help and how you help them that resulted to ambiguous conversations and not getting the deals.
Strategies Wayne implemented to improve:
- Give enough information that they can clearly and definitively say no
- Be clear about who you help, how you help, and what you do.
- Explore objections when the prospect is not ready.
Wayne’s Major Takeaway:
Make sure you have clarity on who you serve and run your value proposition past somebody else who is not going to shoot you straight even if they hurt your feelings just a little bit.
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