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  • Writer's pictureBenjamin

๐—”๐—ฑ๐—ฑ๐—ถ๐—ป๐—ด ๐—ฉ๐—ฎ๐—น๐˜‚๐—ฒ ๐—ถ๐—ป ๐—ฆ๐—ฎ๐—น๐—ฒ๐˜€

Updated: May 21, 2022

The saying, "The more you put into it, the more you get out of it" absolutely applies to sales.

๐˜๐˜ฐ๐˜ธ ๐˜ฅ๐˜ฐ ๐˜บ๐˜ฐ๐˜ถ ๐˜จ๐˜ณ๐˜ฐ๐˜ธ ๐˜ฃ๐˜ฐ๐˜ต๐˜ฉ ๐˜ณ๐˜ฆ๐˜ท๐˜ฆ๐˜ฏ๐˜ถ๐˜ฆ๐˜ด ๐˜ข๐˜ฏ๐˜ฅ ๐˜ณ๐˜ฆ๐˜ญ๐˜ข๐˜ต๐˜ช๐˜ฐ๐˜ฏ๐˜ด๐˜ฉ๐˜ช๐˜ฑ๐˜ด?

๐—˜๐—ฑ๐˜‚๐—ฐ๐—ฎ๐˜๐—ฒ. 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.

๐—ฃ๐—ฟ๐—ฒ๐˜€๐—ฒ๐—ป๐˜. 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.

๐—˜๐˜…๐—ฝ๐—น๐—ฎ๐—ถ๐—ป. 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.

๐—ฆ๐—ฒ๐—ฒ๐—ธ. Ask for feedback along two lines of thinking โ€“ the value of your product / service and the merit of your presentation. Use open-ended questions for the best feedback.

๐—ฅ๐—ฒ๐—ณ๐˜‚๐˜€๐—ฒ. Risk rejection. When itโ€™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:

** This post was on Giving in Sales:

Photo by Matt Henry who can be found here:

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