Asking the right kind of questions – tips from Colin in today’s episode.
How do you work to understand your buyers and get inside their heads?
Join the discussion below and listen to the full interview with Colin and know more about him.
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip is a short clip from my interview with Colin Specter from Namely in Episode 16 of the Sales Success Stories podcast. Here he is talking about one of the things that helped him find success really quickly when he was new to Namely:
Colin Specter: So I kid you not and this definitely helped me. I would post anonymous questions, 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, you know, how do you evaluate HR software? So just doing my best, and I would recommend this for any product, especially the startups out there when you’re trying to figure your market fit. It’s just asking those kinds of questions. I mean, what do you look for when you evaluate solutions for any kind of solution? So I was asking tons of these questions, just trying to get myself into the buyer’s mind until they’re like, what? What do I need to be? Why do I need to do so that you’re going to get excited and wanted to buy from me?
Scott Ingram: I refer back to this idea that Colin shares frequently because I think there’s so much more value in understanding your customer and what’s important to them and their decision process. Then there is in even understanding the features and benefits of your own solution, which brings us to today’s question. How do you work to understand your buyers and get inside their heads? You can join that conversation at DailySales.Tips/35 where you’ll also find links to my full interview with Colin Specter and links to different ways that you can connect with Colin. Then come back tomorrow to hear Josh Mueller share his secret to reaching the top.