“You’ve got to convince somebody to change from current state to future state where life will be better and they’ll get everything they want and need.” – Shari Levitin in today’s Tip 1575
What is the problem that the customer is going to face by not changing?
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Transcript
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. Here she is:
Shari Levitin: Whatever you’re selling, whether it’s software, whether it’s home improvements, whether it’s vacations, real estate, what is the problem that the customer is going to face by not changing? And this is why all of the training we do on discovery is so critical. You’ve got to ask skin, bone, heart, and connective tissue questions. You need to find out what’s their problem and what’s the problem if they don’t change. A discovery question you have to ask is what will happen if you do nothing? And then they tell you, and then what? And then what? That problem’s got to hurt or they’re not going to change. Why would you do this now? What are you trying to achieve? How would that make you feel? But you’ve got to convince somebody to change from current state to future state where life will be better and they’ll get everything they want and need.
Scott Ingram: For links to plenty more from Shari, just click over to DailySales.Tips/1575. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!