“Plan the next part of the engagement better, and you increase your chances of them committing because you’re now supporting their process rather than simply moving them through your own sales process.” – Hannah Ajikawo in today’s Tip 754
How about you? How do you stay in tune with your prospect’s buying process?
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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 Hannah Ajikawo. Hannah jumped into tech sales straight out of University in 2008. Today, she helps startups build & fix their sales process and methodology to create more predictable, sustainable, and scalable results. She loves keeping things human in sales. Here she is:
Hannah Ajikawo: My tip for you today is to get used to using scales. Scales simply mean asking questions that allow a prospect to actually tell you where they are in their buying process at any given time. These are great for three reasons.
One, it gives a salesperson room to explore the response further. No matter what the answer is.
Two a prospect doesn’t have to think too hard in order to respond.
And three, it increases your credibility in their eyes as somebody who has these types of conversations regularly and recognizes that people work at different paces. Here’s a quick example.
At the early stage of a sales engagement, maybe after an initial call that an SDR might make to qualify a prospect. It’s a good idea to ask, “Ms. Customer on a scale of 1 to 10, where would you say you are in the process of understanding your current issue, challenge, or opportunity? One would be, you’ve just had a meeting and it’s now being pushed up your agenda to review, and ten would mean maybe you started to shortlist potential partners.”
So as a salesperson, now that you know where a prospect is in their own words, you can plan the next part of the engagement better, and you increase your chances of them committing because you’re now supporting their process rather than simply moving them through your own sales process.
Scott Ingram: For more from Hannah, subscribe to her YouTube channel where you’ll find tons of free sales tips just like this. We’ve got links for you at DailySales.Tips/754
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!