“Don’t be a Remy in your sales process.” – Shari Levitin in today’s Tip 1249
Do you control your sales process?
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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 Shari Levitin. Shari helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. LinkedIn recognized her as a Top Ten Voice in Sales and Salesforce distinguished her as a Top 20 Global Sales Expert. Here she is:
Shari Levitin: You know, I’m really busy. Can you just show me the price? I’m interested. What do we do? Exactly what the customer tells us to do. We show them the price. We leave a brochure. Well, we’re always going to commoditize our offer when we do that, because we haven’t had a chance to build the value. As a seller, you need to control your own sales process.
I have a dog named Remy, and no matter what happens, Remy thinks it’s a great idea. He’s a Labrador. My husband says, “Let’s go for a walk.” And Remy says, “Good idea, Daddy. Good idea.” “Let’s go for a walk, Daddy.” “Oh, you want to have lunch now, Daddy?” “Good idea.” “I’ll do anything you say, Daddy.”
Don’t be a Remy in your sales process. Control the sales process. You need to tell the customer how it works. So next time a customer says to you, can you just give me the price? You’re going to answer, “We have so many different products and services, I wouldn’t even know how to give you a price. If you can just give me 5 – 10 minutes, I can save you a lot of time and hassle on the back end.” But you need to do your discovery. You need to find out the ‘what’s in it’ for them before you ever talk about your products and services, so you can emphasize what would be most valuable to the customer in front of you.
Scott Ingram: For links to plenty more from Shari, just click over to DailySales.Tips/1249. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!