Skill + Do
Growing your ability to listen better in a customer pitch meeting is not based on how well you know your talk tracks, it’s based on the quality of the questions you ask.
Most sellers have been taught a pitch and are then instructed to give the same pitch to each client…literally.
Do you think your prospects will notice that they’re getting a one-size-fits-all pitch?
In your customer meetings, there will always be a need for you to pitch an idea, a concept, a solution, or a feature of your offering, but be wary of spending too much time in performance mode versus conversation mode. The goal is to listen to the customer, and it’s hard to hear them when you’re pitching.
Some might call that consultative selling, and they’d be accurate. And yes, of course, it takes discipline to spend more time in asking and conversation mode, but you can do it. You’re smart, you’re successful. It takes acknowledgment of what a customer-centric sales call should look like. Mostly, that means THEY talk more than you!
You’ll know you’re successful when you start hearing better information and more insights that help you sculpt good solutions for the customer. And, of course, you’ll start to see trust grow, too…who knows, perhaps your phone will start ringing more.
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Tomorrow - March 18
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On this day, Bonnie Blair was born
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Today - March 17
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Know your product...sort of.
Getting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.
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March 15 - 16
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Mindfulness/Self-care
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March 14
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On this day, Steph Curry
To be a top performer, study STUDS like Steph Curry. The engine for high performance is found in the preparation, practice, and repetition of the drills that need attention for game time.
"It’s no longer about interrupting, pitching and closing. It’s about listening, diagnosing, and prescribing." – Mark Roberge
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