“I was asking tons of these questions just trying to get myself into the buyer’s mind.” – Colin Specter in today’s Tip 1282
What do you need to do to get your customer excited and want to buy from you?
Join the conversation below and check out the full interview with Colin!
Colin Specter on LinkedIn
Colin Specter on Sales Success Stories Interview
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Welcome back to another throwback Thursday and for those of you who are listening very carefully I’ve got half of the acoustic panels up on the wall in my new studio and it’s already making a HUGE difference, but you came here for a tip. This is a short clip from the interview I did with Colin Specter way back in Episode 16 on the Sales Success Stories podcast when he was selling Namely to HR professionals. Today Colin is the VP of Sales at Orum, and this is a concept I frequently refer to because, well, let’s give a listen first and then I’ll explain at the end:
Chris McNeill: So I kid you not, and this definitely helped me. You know the site Quora where you can ask questions. I was posting all kinds of anonymous questions on, first of all, what is it like to sell software as a service? I had the founder of SaaStr respond to several of my questions. I was writing everything anonymously at the time. Asking HR folks: How do you evaluate HR software? I would recommend this for any product, especially startups out there when you’re trying to figure out your market fit. Just asking those kind of questions. What do you look for when you evaluate solutions… for any kind of solution? I was asking tons of these questions just trying to get myself into the buyer’s mind. What do I need to be, what do I need to do so that you’re going to get excited and want to buy from me?
Scott Ingram: What Colin did to accelerate his success at Namely was to first focus on learning his buyer and their world rather than learning his product. Not that product knowledge isn’t important, but I think it’s far more important to know your buyer. Now for a link to connect with Colin and to his full episode, just click over to DailySales.Tips/1282. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!