Sales Hustle is now Sales Transformation
March 21, 2022

#268 S2 Episode 137 - How You Can Stand Out To Your Prospects

ALONG CAME HECTOR. Today’s episode of Sales Transformation is interesting as Collin explains how you can stand out to your prospects by sharing a personal experience. He discusses the importance of building trust and rapport with your prospects by showing them what you can do and not just by telling them.


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HIGHLIGHTS

  • Preparing a separate workplace
  • Choosing the right provider
  • Along came Hector
  • Building trust and rapport

QUOTES

Collin: “He challenged my thinking a little bit. And he showed me some things instead of just telling me.”

Collin: “Showing your prospects things rather than just telling them is a great way to build trust and rapport. And it made me really feel like he knew what he was doing.”

Learn more about Collin in the link below: 

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. 

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Transcript

#268 S2 Episode 137 - How You Can Stand Out To Your Prospects

[00:00:00] In the world of sales, you either sink, swim, or break through 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.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how a fully managed revenue generating podcast. Change your life and your pipeline@salescast.com.

[00:00:55] All right. Today is gonna be a solo episode. My name's Colin Mitchell. I am the host. And today I'm gonna talk about how you can stand out to your prospects and the way I'm gonna talk about this is I'm gonna tell you a short story of a recent experience that I had. All right. So recently, uh, my wife and I were getting ready to have our fourth child.

[00:01:19] Yes. I said fourth. We are a little bit crazy, but. Anyway, I wanna get into the story here. So let's not focus on that. Um, I needed to build a ho detached home office, which I'm actually in today. Um, and I reached out to about a dozen providers. Out of the 12 providers, some didn't call back some didn't seem like they were a good fit.

[00:01:44] I met with three of them. Okay. You know, if you're in SA cells or you're something else, you know, maybe this would be the equivalent of, uh, of one of your prospects meeting with 12 people, and then only taking a demo with three. Okay. So think about it in maybe that context, depending on what it is that you sell.

[00:02:02] Okay. So I met with three providers now, the first one came out, um, his pricing was decent, but he couldn't start for over a month. And that timeline wasn't really ideal for me. Okay. The second one came out. He didn't ask me very many questions. Um, I told him what I thought that I needed and he priced me out, provided me a quote based on exactly what I said that I wanted or that I thought that I needed.

[00:02:33] Okay. Then there was Hector, Hector came. and he was the third person to come and I was kind of already gonna go with the second person, but then Hector reached back out and, um, I had him come out and gimme a proposal. He came out to my house. He took a, he took a look at the space. He asked a lot of questions.

[00:02:54] He challenged my thinking a little bit and he showed me. Some things instead of just telling me, okay. He told me that I couldn't make the office as big as I wanted to because I was gonna have an issue with drainage. Now this meant making a slightly smaller space, which could potentially mean. Less of, you know, a little bit less of a job for him, but nobody else brought that up to me.

[00:03:23] Okay. Now, another thing that he did is he brought out two different types of materials for the exterior and he explained the price difference. He explained the benefits. Of the more expensive material. And he actually physically showed me pieces of those material so that I can hold it in my hands. Now, this is big showing your prospects things rather than just telling them is a great way to build trust and rapport.

[00:03:49] And it made me really feel like he knew what he was doing. Um, he Hecker Hector also asked me a lot of questions about my timeline. So he then understood how important it was for me to get this office completed before the new addition to our family was due and he let me know that he could start right away.

[00:04:12] Um, another thing that, um, Hector did is he also asked me what type of work I would do or what I would be doing in the office. I told him that I record a lot of podcasts, which then allowed him to tell me about. What I could do to soundproof it and, but get better, uh, material on the inside for insulation that would help with sound more ways I built was able to build trust with.

[00:04:42] Hector that he was the right person for the job. Now was Hector the least expensive? No. Did we use Hector? Absolutely. Now, since Hector completed this job, which he did a fantastic job, he's been back to do a second job. And if he ever asked me to, if he could use me as a reference. Or if anybody ever asked me, if I knew somebody that could do this type of work, I would absolutely recommend Hector.

[00:05:08] And this is how you should, what you should be shooting for on how you show up to your prospects, how you can stand out amongst all the other people in your space that they might be taking meetings with. So I hope the of this was helpful. If you enjoyed today's episode. Please write a review, share the show with your friends.

[00:05:28] Um, and I'm 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, Inc, with other people on the same path, head over to sales cast.

[00:05:49] Dot 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.