“Be a facilitator in the sales process. Spend more time listening. Don’t prescribe based on your own agenda and to simply just provide guidance to your buyers when they need it or when they ask for it.” – Sabrina Simmers in today’s Tip 1201
How do you facilitate your sales process?
Join the conversation below and share your thoughts!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Sabrina Simmers and since she’s self introducing I’ll just let her take it from here:
Sabrina Simmers: Hey Daily Sales fan. Shout out to Jack Wilson for reminding me about the curse of knowledge and encouraging me to submit this tip. My name is Sabrina Simmers and I’m an Enterprise AE at Seismic, but in my free time I volunteer with the Children’s Grief Group as a group facilitator for kids 5 to 10 years old who have experienced the death of a parent, sibling or immediate family member.
So on Monday nights, we all gather together on Zoom and chat through whatever is on their mind, but also provide some structure with activities, art, music because, well, again, they’re 5 to 10-year-olds that are on a Zoom call for an hour after school. It sounds really heavy, but what I do is actually pretty simple. I facilitate and guide conversations in a safe environment so that the kids can share openly with each other in a group setting. I don’t provide therapy. I am not licensed to do that. I don’t tell them to do anything. But at times we’ll encourage them to think about things, whether it’s their feelings or thoughts, with a fresh perspective.
So really, my role is to support them with some guidance on how to navigate through grief. It’s really the same way I approach my sales process as I’m guiding a prospect through the buying process. I’m not prescribing a sales process based on my own agenda, but I’m supporting them in their journey.
So if my prospect get stuck most of the time I’ll do a combination of three things.
One, I’ll recommend some steps that I’ve seen other buyers take that were effective.
Two, I’ll offer to facilitate conversations with current customers who have had similar experiences to them.
Or three, welcome the opportunity to connect them with my internal resources who have the travel, knowledge, expertise or experience to add a fresh perspective with some actionable guidance.
So when we’re talking about a complex process, whether it’s buying a sophisticated technology or navigating through grief, we as advocates and salespeople should act as facilitators.
So my tip today is to be a facilitator in the sales process. Spend more time listening. Don’t prescribe based on your own agenda and to simply just provide guidance to your buyers when they need it or when they ask for it.
Scott Ingram: For links to connect with Sabrina and Seismic, just click over to DailySales.Tips/1201. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!