9 Changes (You Need To Make NOW) To Become A Better Salesperson
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9 Changes You Need To Make (NOW) To Become A Better Salesperson #1: drop the enthusiasm.
I cannot say this enough, but enthusiastic selling does not work.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #2: pitching is old school.
I can't tell you the number of times that I cringe when I hear the word pitch. You're not there to pitch your there to engage in a conversation to understand what's going on.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #3: no need to persuade.
It's not about persuading but instead engaging them in conversation and asking questions that are going to help you understand precisely where they are hurting what's going on and what they care about.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #4: don't focus on the close.
All you need is to be stronger early on, and then the close is inconsequential. Next step clarifying the next steps? So don't focus on the close as much as what you're doing.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #5: know your discovery questions.
Know your discovery questions every single time. And by the way, these really shouldn't change. Knowing those questions every time is so important because then it allows you to go from focusing on yourself and what you're saying and what you're going to say next and instead focusing on what the prospect is saying.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #6: establish a budget.
What we ultimately want to do is make sure that we're on the same page with money before we present. So you literally might say that George before I go back to my office and put together a proposal I want to have a quick conversation about money to make sure that we're on the same page.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #7: learn their decision-making process.
In an organization, even if you're selling to the CEO often, they have a team that they want to get buy-in. They want to have a collaborative process. And so you want to learn that decision-making process early on in the conversation not after you've presented.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #8: Always have the next step.
We always want to have a scheduled next step coming out of any interaction with a prospect, and you want to become just downright militant about this where you never let a prospect out of your site or off the phone without scheduling the next step.
9 Changes You Need To Make (NOW) To Become A Better Salesperson #9: Be willing to make mistakes.
The willingness to mess things up liberates you from doing timid things that are tentative. I want you to take risks next time you're in front of a prospect in the time to ask that budget question. Ask the question. Don't be worried about messing it up if you mess it up, so what you know what chances are they won't even notice be willing to make those mistakes and what you're going to find is you're going to be so much better than if you were afraid of making those mistakes.
Those are the nine changes you need to make right now to become a better salesperson. And if you enjoyed this episode, I have excellent free training on the data-driven approach to help you crush your sales goals.
