Sales Hustle is now Sales Transformation
July 21, 2022

#362 S2 Episode 231 - THAT’S NOT HOW IT WORKS! Ethan & Collin On Why Assuming Pain Points Is Never The Way To Go

#362 S2 Episode 231 - THAT’S NOT HOW IT WORKS! Ethan & Collin On Why Assuming Pain Points Is Never The Way To Go

While other sellers look for customer pain points when they do their calls, Ethan Parker takes the other way around. Ethan focuses on identifying the prospect’s priorities and tries to figure out if they are aligned with the opportunities that he has to offer.

Join Collin and Ethan today for another round of outbound sales goodness where they talk about the problem with assumptions and finding priorities, here in the latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

The common mistake sellers still make today
Identifying instead of assuming
Identifying priorities over pain

QUOTES

Collin sees people who keep assuming:
“The other problem that I think a lot of people make, and every seller can admit that they have done this or even still do it right is making a lot of assumptions.”

Ethan on what people should align with:
“The number one winners’ did over the second place is they aligned to greater initiatives and priorities that I was caring about.”

Ethan highlights priorities over pain points:
“Yes, they have this pain. And if it's big enough, sure, you might grab their attention. But you know, a way easier way to grab their attention is aligning with their priorities.”

Connect with Ethan and learn more about what he’s been working on!

About Ethan
About AltiSales
AltiSales Website
The Revenue Podcast

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


While other sellers look for customer pain points when they do their calls, Ethan Parker takes the other way around. Ethan focuses on identifying the prospect’s priorities and tries to figure out if they are aligned with the opportunities that he has to offer.

Join Collin and Ethan today for another round of outbound sales goodness where they talk about the problem with assumptions and finding priorities, here in the latest episode of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • The common mistake sellers still make today
  • Identifying instead of assuming
  • Identifying priorities over pain

QUOTES

Collin sees people who keep assuming:

“The other problem that I think a lot of people make, and every seller can admit that they have done this or even still do it right is making a lot of assumptions.”

Ethan on what people should align with:

“The number one winners’ did over the second place is they aligned to greater initiatives and priorities that I was caring about.”

Ethan highlights priorities over pain points:

“Yes, they have this pain. And if it's big enough, sure, you might grab their attention. But you know, a way easier way to grab their attention is aligning with their priorities.”

Connect with Ethan and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

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

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] Assuming is never the way to go, because when you assume makes an ass out of you and me, while other sellers keep on looking for customer pains, Ethan Parker takes the other way around, you know, it's. Set of assuming that a prospect only has change to solve. Ethan focuses on identifying the prospect's priorities and tries to figure out if they are aligned with the opportunities that he has to offer and call him agrees.

[00:00:55] So join, call in and Ethan today for another round of outbound sales, goodness, where they talk about the problem with assumptions and why you should be finding priorities. Instead, all of this here is the latest episode of sales transformation. The other problem that I think a lot of people make in, in every seller can admit that they have done this or even still do it right.

[00:01:19] Is making a lot of assumptions. Like, Hey, just because you're in this industry, just because you have this title, I know that you have this problem and 'em, and I'm gonna assume that. You even give a shit about solving that problem? Yeah. Well, I think the problem before that is people believing that pain is the, is, is like the only thing I'm trying to find here.

[00:01:44] And I've actually seen quite the opposite. And again, going back to that Gartner study, what, what they said, what the number one winners did over the second place is they aligned. To greater initiatives and priorities that I was caring about. And this is the same thing we teach in prospecting like this, this tactic of going in and like, Hey Colin, know your VP of sales.

[00:02:02] Uh, one problem I hear and just going straight into pain like that, that is not how you speak to above the line folks. Like, yes, they have this pain and if it's big enough, sure. You might grab their attention. But, you know, a way easier way to grab their attention is aligning with their priorities. And so it's the same in discovery and a really easy way to make your assumptions, not assumptive.

[00:02:21] And to start the conversation off is like before you lay an upfront contract, before you do any type of alignment statement, when you hop on the call, I'm gonna go Colin. Hey, I know you're probably used to hopping on these calls and giving a whole history of the rundown of what it is you guys do and that sort of thing.

[00:02:34] Um, I, I did do some. Prior to today's call. Would it be helpful if I share kind of what I know and, and then you can kind of tell me if I'm heading in the right direction or if I'm just off base here, anything, that'd be great. Sweet. So I saw ABC X, Y, Z, typically when I see that call and it usually means customers are either, or has that resonated at all with you?

[00:02:51] Or am I just like wildly off base? Yeah. And assuming you have that messaging down there. You nailed it. It's number two. That's exactly what we're looking for or they correct you and it's still a positive outcome. Yeah, I see. I see how you can see that Ethan, but we're actually a little bit more focused on this awesome, super great information to get right up front in sales call.

[00:03:09] And you're immediately seen as a trusted credible advisor because you are, it's a more collaborative experience. Number one, and it sets the tone for the, you know, amount of time that you're gonna spend with that prospect. Right. And. If you're gonna ask questions, they better be good questions, but don't be assumptive.

[00:03:27] Right. Don't ask silly things that you could obviously Google, but at least if you've done some research, which hopefully you have clarify that, right. Maybe something's changed since, you know, since whatever is available, that you were able to, um, do your research with maybe things have changed since then.

[00:03:45] Right. And so just, just assume and or assume or treat every, a lot of times people will just treat every prospect the same. Hey, they booked a meeting. Yeah. They have the problem that I know that we solve. Like, let's go yeah, we go through the same talk track every time. yeah. Yeah. Thanks for tuning in to today's episode.

[00:04:04] If you're enjoying the show, drop us a review on your favorite podcast platform, and we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.