Salespeople jump at the chance to pitch their product or service. Experts listen. Experts use thoughtful intentionality to identify if the prospect is a good fit and if they (the expert) can meet the prospect’s needs. It’s not about “the sale”. Lesson: Listen.
2. Science Mindset vs Sales Mindset.
Scientist’s ask questions to fully understand. An expert does the same; they ask questions to discover “pain points” then they propose a solution. The salesmen mindset jumps right to “the solution” without really understanding the prospect’s frustrations. Lesson: Ask Questions.
3. Be Genuine Not “Enthusiastic”
Salespeople are stereotyped as being overly enthusiastic, charming and persuasive. Unfortunately, these personality traits often come off as insincere and “salesy”. Instead, experts are genuine and sincere. They seek to understand the core needs, issues and challenges. Their sincerity translates to trust. Lesson: Be Genuine.
4. Be Relatable Not Sales-Only
Share valuable industry information at the start of your discussions. List examples whether personal, observed or studied. Don’t center the conversation solely on “the sale” and/or product or service benefits. Bring in the broader picture that’s relatable to the prospect’s needs and pain-points for launching further discussion. Lesson: Relate Information Through Examples.
5. Inquire About Challenges; Don’t Assume
Ask engaging questions, such as “Do you have similar challenges to the ones I just shared?”. Questions like these create value as well as encourages prospects to open up. Don’t assume they have similar challenges to your examples. By engaging and encouraging your prospects to share their challenges, you’ll gain respect as an authority in your field almost immediately. Lesson: Ask About Challenges
6. Walk Away Rather Than Continue “Pushing”
You’ve asked if the client has similar challenges and they’ve answered “no”. You have two choices. A salesperson will continue “pushing” the sale in an attempt to make their proposed solution fit. An expert will “walk away” in order to spend time with more qualified leads. “Walking Away” generates trust and respect, which will both, directly and indirectly, be a benefit to you down the road. Lesson: Disqualify Prospects and Walk Away When Necessary.
A salesperson will talk most of the time (85%) during a conversation. Experts will let the prospect do most of the talking and will instead listen 85% of the time. Experts control the discussion through questions. Salespeople only appear in control through talking. Lesson: Be a Thoughtful Listener Through Engaging Questions.
8. Don’t Sweat It.
Experts meet with prospects because they believe their product or service will truly benefit the prospect’s business. Salespeople “need the sale” and their mannerisms, inflections, and words will contribute to that perception. Even if you need to pay your bills, the prospect doesn’t need to know. Exude relaxation and quiet confidence rather than frenetic energy. Lesson: Relax & Be Confident.