“It’s not a one-way pitch. It’s not a survey style of laundry list questions that you might be asking to primarily qualify. Instead, it’s a real conversation.” – Deb Calvert in today’s Tip 811
What behaviors of sellers were most important?
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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 Deb Calvert. Deb wrote DISCOVER Questions® and Stop Selling & Start Leading, founded The Sales Experts Channel and People First Productivity Solutions, and is a certified sales/executive coach. She’s one of the “65 Most Influential Women in Business,” a Top 30 Sales Guru, and inductee into The Sales Hall of Fame. Here she is:
Deb Calvert: In a research study with 530 B2B buyers, we asked buyers what behaviors of sellers were most important to them? Which behaviors would cause them to be more likely to meet with a seller and which would cause them to be more likely to buy from a particular seller. One of the top-rated behaviors that buyers want to see more frequently from sellers is this one, the seller engages with me in a two-way dialogue. Now, what does that mean? Well, it means that it’s too directional. It means it’s not a monologue. It’s not a one-way pitch. It’s not a survey style of laundry list questions that you might be asking to primarily qualify. Instead, it’s a real conversation. One where the buyer feels heard and dignified. One where they have an opportunity to really participate in creating what. They want when it comes to discovery this means that you shift from a diagnostic assessment of needs, where you’re asking questions mainly so you can diagnose the problem and prescribe your solution. It shifts from that no longer will it be a diagnostic needs assessment, but it will become a dialogic needs assessment. One where you’re building rapport and trust where you’re probing to more fully understand the value and the rationale for whatever it is your buyer might be looking for. This builds incredible bonds between the buyer and the seller, which makes you differentiated. And according to buyers themselves makes it far more likely that they will choose to buy from you.
Scott Ingram: For links to connect with Deb, People First Productivity Solutions, The Sales Experts Channel and to get a copy of her bestseller, DISCOVER Questions Get Your Connected just click over to DailySales.Tips/811
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!