In this episode of The Sales Transformation with Collin Mitchell podcast, Collin talks about how sellers can be more interesting by putting the spotlight on their prospects. Collin advises sellers to do more listening than talking, and to be genuinely interested in learning more about their prospective customers.
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Collin: "A lot of times, we assume that because a prospect is maybe in a particular industry, or maybe because they hold a particular role, that the same things are gonna apply to them, that have applied to other people like them. Don't ever make assumptions."
Collin: "How you frame the entire conversation, or what questions you ask, or what questions you don't ask will be affected in a potentially negative way if you've made an assumption that is not accurate."
Collin: "There's so many skills that you get to practice on a regular basis as a podcaster that are transferable over to being a seller. If you don't remember anything that I said today, remember this one thing: when you're asking questions, when you're talking with your prospects, always challenge yourself to go a little bit deeper, to learn a little bit more."
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Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.
[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell, and this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.
[00:00:24] All right. Welcome to another episode of sales transformation. Today's going to be a solo episode, and I want to talk a little bit how, as a seller, you can be. Interesting to your prospects. And the way that you can do this is you can show that you're genuinely more interested in them. A few things on how you can do this is ask good questions and actually do more listening.
[00:01:00] Then you do speaking. I know this is a hard one for a lot of sellers, because we're told we need to pitch and have scripts and do all of these sorts of things, but the best sellers know how to speak less. And listen more. And the way that you do this is by asking good questions, showing them that you're genuinely curious to learn more about particular things, going deeper, asking them to tell you why particular things are important, big thing that you don't want to do.
[00:01:35] Common mistake with a lot of sellers have been guilty. Many times is making assumptions. A lot of times we assume that because a prospect is maybe in a particular industry or maybe because they hold a particular role that. The same things are going to apply to them that have applied to other people like them don't ever make assumptions.
[00:02:02] There's, you know, even if a question maybe seems a little bit silly or maybe you should know the answer to ask the questions and you can even frame and tee up the question in a way where it's like, Hey, you know, I think I might know the answer to this question, but I just want to clarify and then go into the question so you can sign it sort of a.
[00:02:20] Ask the question and frame it in that way. So it doesn't seem like, Hey, I'm asking a question. I should know the answer to, but you don't want to make any assumptions because how you frame the entire conversation or what questions you ask or what questions you don't ask will be effected in a potentially negative way.
[00:02:37] If you've made an assumption that is not accurate, um, and practice. Here's a crazy idea. What are the best ways to flex your curiosity muscle? Uh, to learn how to ask good questions, to get more comfortable. Speaking less and listening more is to actually have a podcast. I know it's a bit of a crazy idea.
[00:03:02] I'm obviously biased, but, uh, there's so many skills that you get to practice on a regular basis as a podcaster that are transferable over to being a. Um, if you don't remember anything that I said today, remember this one thing when you're asking questions, when you're talking with your prospects, always challenge yourself to just go a little bit deeper, to learn a little bit more.
[00:03:28] You don't want to just take those surface level answers. You might want to challenge your prospect a little bit, get a little bit more clarity around something. Go a little bit deeper on a particular topic. Ask why, why, if you know, things are important or you can use this works extremely well. Tell me more about that and let that.
[00:03:50] Answer that nicking take you in a lot of dairy. Very interesting ways. Uh, the conversation going to have a lot of different, interesting directions based on that one statement alone. I hope this was helpful. Uh, if you enjoy today's episode, please write us a review, share the show with your friends.
[00:04:08] Subscribe. It really helps. And we're always listening for your feedback. You can go to sales, transformation.fm, drop me a voice DM, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path.
[00:04:28] Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.