Podcast episode
Selling the 20% (John Barrows, Founder @ Sell Better by JB Sales)
30 Minutes to President's Club21 Sept 202234 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Quantify the number of qualification questions you are going to ask to avoid discovery fatigue. Don’t claim to be the best at everything. Sell the 20% of A - what is most important and B - what you’re best at. Once you’ve heard their priorities, add to them so you can establish credibility as an advisor. Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt. PATH TO PRESIDENT’S CLUB Founder @ Sell Better by JB Sales Host of Make it Happen Mondays RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And if I got a picture of the dude right next to me and you don't say anything about that, that means you and I are on a different level when it comes to humor, right? So I got to adjust, I got to try something different. So that's the other one. The third one is, and this is one of my favorites these days, is having a reason for your question. I've always talked about when it comes to cold calling, have a reason for your call. “That's what gets touching base and checking in out of your vocabulary.” But even better, there's a psychology around having a reason for what you're doing. So having a reason for your question, the easiest way, whether or not to figure out you have a good question or not, is to answer what's the reason for your, assume that every single time you ask a question to a prospect, they are going to push back on you. Why do you need to know that?
So having a reason for your question, the easiest way, whether or not to figure out you have a good question or not, is to answer what's the reason for your, assume that every single time you ask a question to a prospect, they are going to push back on you. Why do you need to know that? You have to have a good reason. And if the reason is self-centered, then we're going to talk about this, it's a qualification question. “If the reason is about them, it's a discovery question.” And sometimes you can use that reason to preempt their answer if you think they're going to be uncomfortable giving it to you. Example, I'll ask a lot of times, Hey, so who else are you talking to? Who's the competition? And sometimes people usually below the power line are going to say, Eh, I'm not really comfortable telling you that. We're looking at three vendors. And so because I used to get that a lot,
We are not some big, heavy consulting firm that's going to come in in here and assess your situation. We are not this. So we are this. Is that what you're looking for? And if they're like, well, you know, I don't know. It's like, look, fine. You know what? Why don't I do this? I'll send you some information about our programs. You can funnel this through internally with whoever you need to. “And then after that, you want to schedule a follow-up call” where we can talk about specifics because we're the right fit. Feel free to reach back out to me. Here's the link to my calendar. See you later. And I will get off of that call pretty quickly. So it's really dependent upon who the person is that I'm talking to, how they got there. And based on that is how I expand the discovery call from there.
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