Learn more about marketingandsales with this collection
How to analyze churn data and make data-driven decisions
The importance of customer feedback
How to improve customer experience
Questions are fundamental to the selling process
Where many salespeople fail is listening to the response of their question. If you’re too focused on what you’re going to ask next, you aren’t having a conversation, you’re running through a checklist.
Customers don’t care about features! They care about figuring out if you can actually help. Decisions are made emotionally first and then justified rationally. Don’t give them the solution before you fully understand their problem.
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3rd Party Reference
Share a relevant use-case or customer story that pertains to the situation and pain you just summarized.
The key is making sure your use case is relevant, and matches to a pain they are currently facing that you just identified. Know customer stories that you can share through a story.
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The Perfect Discovery Call
- Preparation. Do research on the person you’ll be speaking with.
- Strong opener to set the tone: The best start to a sales call accomplishes three things: sets the expectations of what will be accomplished and the time allotted to meet.
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The prototype mindset
Prototyping is all about creating an illusion. To prototype your solution, you’ll need a temporary change of philosophy: from perfect to just enough, from long-term quality to temporary simulation. This is the “prototype mindset,” and it’s made up of four simple principles:
Questions to help you choose the right career
- What can I do better than others? Think about what you're really good at, and how you could use the skills where you have an edge in order to get results.
- What problems do I want to solve? This question is productive because it helps you identify your values and the iss...
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