𝗔𝗱𝗱𝗶𝗻𝗴 𝗩𝗮𝗹𝘂𝗲 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀
The saying, "The more you put into it, the more you get out of it" absolutely applies to sales.
𝘏𝘰𝘸 𝘥𝘰 𝘺𝘰𝘶 𝘨𝘳𝘰𝘸 𝘣𝘰𝘵𝘩 𝘳𝘦𝘷𝘦𝘯𝘶𝘦𝘴 𝘢𝘯𝘥 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴?
𝗘𝗱𝘂𝗰𝗮𝘁𝗲. Apply the Socratic method* by asking questions around goals, timelines, and budgets to draw out big ideas. Then discuss how to visualize and measure success.
𝗣𝗿𝗲𝘀𝗲𝗻𝘁. Offer specific insights, providing a concrete action or maybe an actual gift** (e.g. a new work sample tailored to the prospect). This demonstrates your competence and grasp of their needs.
𝗘𝘅𝗽𝗹𝗮𝗶𝗻. Help them to clearly picture what it will be like to use your product or service. Relate a story or provide a case study to illustrate how a similar customer benefitted.
𝗦𝗲𝗲𝗸. Ask for feedback along two lines of thinking – the value of your product / service and the merit of your presentation. Use open-ended questions for the best feedback.
𝗥𝗲𝗳𝘂𝘀𝗲. Risk rejection. When it’s clearly a bad fit for now, cut off the deal. This allows you to focus on better opportunities, avoid wasting time, and build long-term trust.
These steps serve your growth as a leader and simultaneously improve your sales process in the long term.
* You can learn more about the Socratic method here: http://bit.ly/3jNUDSU
** This post was on Giving in Sales: http://bit.ly/3kMTPOW
Photo by Matt Henry who can be found here: https://www.instagram.com/matt_henry_photo/