Grow your Sales Through Discovery and Sharing Success Stories

Blog | Sales & Marketing

A wise sales guru once told me, “Sales is the process of asking the right questions and sharing the appropriate stories until you and the client naturally come to agreement on a mutually beneficial solution.”

Simple and elegant advice from a Fortune 500 executive who has worked with some of the world’s largest companies, delivering hundreds of millions of dollars in sales.

download

We’ve all been to training where we’ve learned how to “open the sales”, “smoke out” or “overcome” objections, use “assumptive, either/or or value added close” techniques.

Sometimes these techniques work, but do they feel natural? Honest? Genuine?

Over the course of my sales career, working with hundreds of sales professionals and sales managers, I’ve witnessed thousands of sales calls.

Looking back, the best sales calls and the strongest business relationships were built by sales people who focused on understanding clients real needs and shared stories to illustrate the value of their product, company and service.

Just like any relationship, having a genuine interest in a prospective business partner is the first step to success. The second step is to share examples of your success that are relevant to what you just heard.

No one wants to listen to your well scripted list of features and benefits, especially if they don’t relate to the clients real challenges.

The real opportunity to is to focus on how you can help serve the customer. The best way you can demonstrate this ability is by actively listening and sharing stories of how you and your company have helped others achieve their business goals.

 

Four Step Process Video Training

Comments

Resources Hide Me

Rapidly Grow Your Revenue with Online Advertising & Sales Automation

See how fast growing businesses quickly increase revenue, save time and drive profits by closing the loop between sales & marketing

Watch the Training

Latest Posts
facebook home page
Facebook Isn’t Failing: Why the Social Media Giant Is Still a Must in Your B2B Marketing Mix
We’ve all been hearing the constant revelations about ways Facebook has been ...
flying drone
What You Can Learn from Continuous Innovators Like Amazon
“Life is what happens while we are busy making other plans.” It’s ...
Skyscraper Being Built
If It Ain’t Broke…Build on Your Sales Process
Don’t Wait for a Problem to Track, Manage and Optimize Your Sales ...
How to Stack the Odds In Your Favor with Rapid Decision-Making - Man at Poker Table with Chips
The House Always Wins: How to Stack the Odds In Your Favor with Rapid Decision-Making
Whenever somebody I know comes back from a casino, they often report ...
sales - shaking hands
What’s in Your Sales K.I.T.?
Keep In Touch -- Because Sales Follow Up and Lead Nurturing Are ...
marketing automation - whiteboard with workflow
Marketing Automation Isn’t an Automatic Success
A Little Bit of Legwork Goes a Long Way to Help You ...
How to Supercharge Your Marketing in Less Time with Better Results
As a savvy small business owner, you know that there are times ...
10 Ways to Improve Human to Human (H2H) Marketing on Social Media
Large corporations have big budgets and well-staffed marketing departments. If you aren’t ...
How to Sustainably Grow Your Sales with the Power of Stories
Are You Using the Power of Story? Have you ever gotten lost ...
Three Things Leaders do to Create Unparalleled Success
We all know that the right kind of leadership can transform lives, ...
207 Shares
Share207
Tweet
Share