Artwork

محتوای ارائه شده توسط Keenan. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط Keenan یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal
Player FM - برنامه پادکست
با برنامه Player FM !

Live Sales Pitch - Gap Sell Keenan 60 - Don't Default to a Product Pitch When You Get Stuck!

37:54
 
اشتراک گذاری
 

Manage episode 374430083 series 2825138
محتوای ارائه شده توسط Keenan. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط Keenan یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal

This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product. Rather than remaining calm and using our brains to try and find another angle we default to a product pitch.

Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on a technical problem the buyer has mentioned and try to sell to that or 2. Start pitching how great the product is.

Stick to your method, continue to search for large business problems that the client can solve using your product.

Show notes:
6:59 – You need to find a problem
10:00 – You need to stay away from product pitches when you get trapped
11:15 – Self diagnosing questions hurt because your buyer may not know their limitations
13:15 – Stay out of the future state
14:50 – If you’ve done your research on your market then you should know the questions to ask!
20:07 – Pay attention to everything your buyer says, you may find problems you can solve in the future
20:42 – Are close ended questions effective tools in a sales call or can they get you in trouble?

___________________________________________________________________________________
Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company.

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

  continue reading

74 قسمت

Artwork
iconاشتراک گذاری
 
Manage episode 374430083 series 2825138
محتوای ارائه شده توسط Keenan. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط Keenan یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal

This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product. Rather than remaining calm and using our brains to try and find another angle we default to a product pitch.

Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on a technical problem the buyer has mentioned and try to sell to that or 2. Start pitching how great the product is.

Stick to your method, continue to search for large business problems that the client can solve using your product.

Show notes:
6:59 – You need to find a problem
10:00 – You need to stay away from product pitches when you get trapped
11:15 – Self diagnosing questions hurt because your buyer may not know their limitations
13:15 – Stay out of the future state
14:50 – If you’ve done your research on your market then you should know the questions to ask!
20:07 – Pay attention to everything your buyer says, you may find problems you can solve in the future
20:42 – Are close ended questions effective tools in a sales call or can they get you in trouble?

___________________________________________________________________________________
Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company.

From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.

Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.

➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​
➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...
➜ Subscribe to My Channel: https://www.youtube.com/channel/UCZlr...
➜Follow me on Linkedin: https://www.linkedin.com/in/jimkeenan/

  continue reading

74 قسمت

همه قسمت ها

×
 
Loading …

به Player FM خوش آمدید!

Player FM در سراسر وب را برای یافتن پادکست های با کیفیت اسکن می کند تا همین الان لذت ببرید. این بهترین برنامه ی پادکست است که در اندروید، آیفون و وب کار می کند. ثبت نام کنید تا اشتراک های شما در بین دستگاه های مختلف همگام سازی شود.

 

راهنمای مرجع سریع

در حین کاوش به این نمایش گوش دهید
پخش