What makes a good discovery session a success? ... and it's not what you think
Spotted a post the other day from a sales leaders on how one of his team members was making quota
The reason a team members was making quota, was her discovery and her great questioning
Rubbish
I'm sure the questions helped, but I bet the buyer isn't thinking great questions
The modern buyer is super empowered, they have access to the internet and have an infinite amount of data at their fingertips
But you're the expert as a salesperson, you know more about your products and services than they do
You think you have a great products and amazing unique selling points (USPs) but nobody cares
Your competitor can do exactly what you product can do, or they will tell the prospects they do
How do you make a decision between Microsoft and Salesforce?
You cannot, because the buyer sees the products as the same
We cannot tell products apart but I know if I like you
Any sales decision will be based on if I like the salesperson
Your sales people and employees are your unique selling point (USP)
Your USPs are your employees experiences, who they are
This person isn't successful because of her questions, she's successful because she
👉 listened to the client
👉 She was empathetic to the client
👉 She showed a curiosity to the clients business
🤷♀️ Who doesn't like talking about themselves?
This salesperson isn't winning because of her questions, she is winning because she is listening to the client, she's empathetic, she's spending time with the client
Social enables you to do this 24 hours a day, 365 days a year, to your prospects, your customers, your employees, your future employees, your investors, your future investors
Social isn't about posting and hoping it's about have a strategy to be liked by these people, to have a compelling footprint
To be a person that people want to listen to
Then it's about turning this all into conversations, because conversations create sales
We can, of course help you with this and get you back on the path to growth
#socialselling #sales #leadership #salesleadership #marketing
Linkedin Audio and Brand amplification consultant. Builder of brand advocates. Connector of dots, Speaker, 𝕏 and Linkedin, Nice People Collector, Brand Ambassador for Virgin media business #Backingbusiness community
3yOh my goodness I love this