As a seller, our job is to ensure we make our prospects feel comfortable with us.
During this episode, I share why and how we should help our prospects feel comfortable.
As a new sales professional, you want to get a templated script and be able to follow along. You want to know exactly what to say, when to say it, how to say it.
You just want everything laid out so you only have to follow it, thinking it’s going to work in every perfect situation.
In reality, it doesn’t work like that.
You need to have intelligent business conversations.
One of the major challenges I had when I was starting out was that I was being robotic as a sales professional.
Scripts are not bad per se, but it’s bad when you’re just reading the script and going without emotions, without connecting or understanding the person you’re talking to.
When you’re just reading off the script and you have no emotion built into it, that would make them think you’re stupid.
Don’t just ask rogue questions to the customers that don’t necessarily make sense to the customer because you didn’t do research on them.
First, understand how your customers are making money. What are the challenges that cause them to not make money?
Try to research on their industry to get a better understanding. That way, you’d know how to move the needle and have a business conversation with them.
Educate your customers and have meaningful conversations. As Donald Miller says, “A confused customer will never buy.”
Building a Story Brand by Donald Miller
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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.