Skill + Do
Developing an "I don’t know" strategy to buyer’s questions includes courage and qualification skills. Understand why buyers ask certain questions, and you’ll learn valuable insights.
The more honest and authentic you are in your conversations with buyers, the more apt you will get honesty and real insights in return.
After the standard, "I’ll find out more for you," go further.
Follow up with something like this: "…maybe you could talk a bit about the significance of that question?" Or, "…tell me a bit more about where that question is coming from." And if you really want to be bold, "So, I’m curious why you’re asking that question?"
Be bold. Most of the time, bold gets rewarded.
Most likely, your manager doesn’t expect you to know everything about your software, service, or product…but you are expected to know how to qualify and understand buyer motivations.
It goes without saying, BUT, in those instances when you don’t know something and have to get back to the buyer – and you HAVE qualified them to understand their motivations – run like hell to get trained on the issue so the next time you don’t have to say, "I don’t know."
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Tomorrow - February 7
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"Umm, could you repeat that?"
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Today - February 6
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Pitch meeting management musts
Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!
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February 5
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No, no, no...you LOVE prospecting
Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.
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February 4
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Buyers hold your pipeline truth
You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
"Admission of ignorance is often the first step in our education." – Stephen Covey
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