“Do a good enough discovery that you can narrow down what is most important to that customer.” – Shari Levitin in today’s Tip 1524
Do you know what’s most important to your customer?
Join the conversation below and learn more about Shari!
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. In the spirit of Jack Wilson’s Less is More tip yesterday, 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: Three is a magic number. A lot of people don’t realize this, but if you think about a joke, for example, it usually happens in threes. This happened, then this happened, and then this is the punchline. Whenever you’re giving somebody a choice, whether it’s pricing or products, I don’t ever like to give more than three choices. Now, if you’re selling jewelry or you’re selling cars, you’re not going to have three cars on the lot. You’re not going to have three rings in the showcase. But what your job to do as a seller, again, is to do a good enough discovery that you can narrow down what is most important to that customer. If you’re selling jewelry, are you looking for gold or platinum? Are you looking for precious stones or maybe more of a faux jewelry? So whatever the case may be, your goal is to narrow, narrow, narrow, like a funnel so that then you may have 200 things in a showcase but you want to say, Let me show you these three items. Because again, if I start showing you 26 items, people would rather make no decision than make the wrong decision. They have regret.
Scott Ingram: For links to plenty more from Shari, just click over to DailySales.Tips/1524. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!