Sales Tip 1879: Sales Conversation Framework – Walter Crosby

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Walter Crosby, the host of Sthe ales & Cigars podcast. Listen to this:

Walter Crosby: So we have a conversation framework that we use to coach salespeople, and we tie it back to what we used to do. If we sit down with a friend who’s looking for help, and we, you know, we go to a restaurant or a bar and we have a conversation about over an adult beverage, and we’re leaning into that conversation, trying to figure out if we can help our friend. And I like to think about that. In the same way that we have a conversation with a buyer or a prospect, we’re going to try to help them figure out if our solutions is the right solution for them. It may be, it may not be, but we’re going to help. So what do we need to bring to that conversation? We need to be super curious. We need to understand what it is that they’re struggling with. We really want to dig in to really be clear about what their problems are, how they’ve been dealing with and what they’ve done in the past.

Be super curious. And then we want to be skeptical, just like we would with a friend. Right. Really? You. That’s what you said to the person, really? Right. We want to challenge this buyer, this prospect, to be like, why did you try it that way? How did that work? Right. We want to actually be skeptical about what they’ve been doing. And if they’re serious about making a change, then we also want to be empathetic to.

To that buyer. You know, if they have a big problem and we can solve it and it’s going to cost them a lot of money, we need to help them through that process. And we don’t need to be sympathetic, but we need to be clear that, you know, we’re not wielding a weapon here. Right. We need to have some empathy for our buyers and understand that they’re people and that they’re trying to solve a problem, and then maybe we can help them. But the. The thing that’s really, really important is that we’re super focused on. On listening to the words and listening to the body language and be listening to everything that’s going on and that’s being said and not being said.

We have to be super focused on listening to everything in this conversation to be able to help them. Just like with a friend, we’ve got to listen to what they’re saying and really dig into the conversation to be.

Scott Ingram: To learn more about Walter and his podcast, just click over to DailySales.Tips/1879 Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!