“Be the undercover boss and actually uncover the why so that you can be a consultant to your customers.” – Tyler Menke in today’s Tip 440
How do you uncover your ‘Why’?
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The Pirate’s Guide to Sales: A Seller’s Guide for Getting from Why to Buy Paperback
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The Pirate’s Guide to Sales
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Tyler Menke. Tyler is a lifelong sales guy working in the medical device space. With an MBA, Lean Six Sigma Certification and a popular book on sales titled: “The Pirate’s Guide to Sales – A Seller’s Guide from Getting from Why to Buy” He kinda knows what he’s talking about. Here he is:
Tyler Menke: Let’s talk about a hot topic in sales today, the ‘Why’. And why I think we still have it wrong. As important as starting with the why is to create a valued partnership. How often are we still going off of assumptions instead of facts?
Do you know why your close coworker is always on edge or anxious or do you even really know why certain close family members are set in the ways the way they are?
We have to dig deeper in today’s business world to uncover the why. One of the more impactful trainings I’ve done through the years is Lean Six Sigma training. In the lean world, It’s all about going to the Gemba or the actual place of learning.
My analogy to this is often the show undercover boss and the show CEOs go undercover to meet at the Gemba or the floor closest to the customer. They’re always enlightened and all struck by what they find. They then take that information back to the top and make game-changing decisions.
How often do we ask to observe and learn our customer’s business prior to selling to them?
Over the last few years in medical sales, I began to pitch and ask for observation to further understand and be a consultant to my customers. I’m often surprised how many agree to this when asked properly.
The nice thing about it is when they do agree, you not only become the undercover boss, so to speak, but you also inevitably get two calls out of one. Ask for the opportunity to evaluate their business and then write a report up on your findings to see if you can even be a value to them.
Ask for that second meeting to deliver your findings. Be the undercover boss and actually uncover the why so that you can be a consultant to your customers.
Scott Ingram: For more about Tyler and a link to his book, “The Pirate’s Guide to Sales,” just click over to DailySales.Tips/440 and if you’re not already on it. Be sure to join the listener list while you’re there. Those who were already subscribed got early access to the free PDF featuring 108 tips from 36 LinkedIn Sales Stars that Tyler was also a part of this week. You want to be on the listener list. Good things will happen to you. At least I try to make good things happen for you.
Thanks for listening and be sure to come back tomorrow for another great sales tip!