“Embrace curiosity. It will be your superpower.” – Casey Jacox in today’s Tip 1177
Do you believe and simplify your questions?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Casey Jacox. With more than 20 years of business experience, Casey’s leadership helps companies emphasize building relationships and not just transactional business deals. He’s a father, a husband, a coach, a podcaster, a speaker, and an author who is the same person in and out of work. Here he is:
Casey Jacox: Hey everybody, I’ve been thinking a lot about what differentiates the good, the great, and the elite in sales. And as I think about that question, there are two things that come to mind, one as a seller or sales leader. It starts with belief, which is why I have to sign behind me. We have to always believe what we do matters. If we believe what we do matters if we believe the products we have, the services we sell or offer to our customers, it’s going to make an impact, so that should give us the confidence to ask anything we want because we believe what we do matters.
Secondly, with that belief, too often I see salespeople confuse the person they’re talking to by asking 2 or 3 questions inside of 1 question. For example, “Hi Mr. Customer, how’s your day going? What are some struggles or challenges on top of your mind and what else can we do for you?” You’re literally 3 or 4 things at them and you don’t even give the client room to speak.
So when we believe what we do matters, we slow down, we follow an open-ended question framework, hopefully, but give the person you’re talking to room to answer the question. If it starts with belief, we are going to ask a question and then let silence set in. Let them think. The goal in any meeting I have is I want to hear the clients say two words, which is great question. If I made them think I’m on my path to differentiating themselves on being an elite seller.
Don’t just be one of those salespeople that throws up features and benefits, doesn’t understand their business, and just talks and talks and talks. Instead, embrace curiosity. It will be your superpower. I hope these tips have helped you today.
Scott Ingram: If you’ll click over to DailySales.Tips/1177 you’ll find a link to download a free chapter of Casey’s book: WIN the RELATIONSHIP, not the DEAL, of course, you’ll also find a link to just buy the whole book and to connect with Casey as well. Once you’ve done that. Be sure to come right back for another great sales tip. Thanks for listening!