Sales Hustle is now Sales Transformation
May 17, 2022

#309 S2 Episode 178 - OH YOU’RE INTERESTING! How to Become Interesting To The Prospect’s Eye

INTEREST BEGETS INTEREST.

That is the focus of Collin Mitchell’s latest episode of Sales Transformation. Collin will be explaining why talking less and listening more make your prospect more interested and invested in you. Collin further explains the common mistake done in conversations and what are the ways for you to show your customer that you are always there to listen.


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HIGHLIGHTS

The "Listening > Speaking" Equation
Asking good questions
The common mistake of assuming
Challenge your prospect by digging deeper

QUOTES

Collin: “As a seller, you can be more 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 to ask good questions, and actually do more listening than you do speaking.”

Collin: “The best sellers know how to speak less, and listen more.”

Collin: “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: “Remember this one thing, when you're asking questions when you're talking with prospects, always challenge yourself to just go a little bit deeper.”


Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


INTEREST BEGETS INTEREST.

That is the focus of Collin Mitchell’s latest episode of Sales Transformation. Collin will be explaining why talking less and listening more make your prospect more interested and invested in you. Collin further explains the common mistake done in conversations and what are the ways for you to show your customer that you are always there to listen.

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • The "Listening > Speaking" Equation
  • Asking good questions
  • The common mistake of assuming
  • Challenge your prospect by digging deeper

QUOTES

Collin: “As a seller, you can be more 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 to ask good questions, and actually do more listening than you do speaking.”

Collin: “The best sellers know how to speak less, and listen more.”

Collin: “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: “Remember this one thing, when you're asking questions when you're talking with prospects, always challenge yourself to just go a little bit deeper.”

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE! 

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[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.

[00:00:29] 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, the M's through LinkedIn. You're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] Ah, 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 more interesting. To your prospects and the way that you can do this is you can show that you're genuinely more interested in them. Few things on how you can do this is ask good questions.

[00:01:28] And actually do more listening than 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 sort of things, but the best sellers know how to speak. Like. 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.

[00:02:06] Common mistakes. But a lot of sellers have been guilty. Many times is making assumptions. A lot of times we assume 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.

[00:02:33] 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, um, Ask the question and frame it in that way.

[00:02:53] 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 affected in a potentially negative way. If you've made an assumption that is not accurate, um, and practice.

[00:03:14] 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. 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 seller.

[00:03:46] 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. To learn a little bit more. 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.

[00:04:07] Go a little bit deeper on a particular topic. Ask why, why typically, you know, things are important or you can use this works extremely well. Tell me more about it. And let them answer that and it can take you in a lot of dairy, very interesting ways. Uh, the conversation going to a lot of different, interesting directions based on that one statement alone, I hope this was helpful.

[00:04:35] Uh, if you enjoy today's episode, please write us a review, share the show with your friends. 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.

[00:04:53] 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, head over to sales. Dot community and crush your numbers on your livable. 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.