Get real with your prospects, leave the checkbox stuff to the chatbots.

I got into sales because I like to help people. I think that’s why many- perhaps most- people got into sales.

It seems to me that when thinking of sales helping people, the most obvious example is during deal qualification. This is the point in the sales process where the two people are fleshing out exactly what the challenges are and if the service the salesperson represents can help. Questions the rep is likely asking are:

• What’s the business problem you’re solving for?
• How have you done this in the past? Why not do that again?
• How is a decision being made?
• Etc…

But the good stuff happens once you’re able to get real. Get real with each other about what your pains are, and how you need things to work if the partnership is going to be successful. And there is no script for this - which is good. Because as a rep, you probably shouldn’t be talking or thinking about what to say. You should be listening.

I have a deal we are working on right now. Our proposal missed the mark in every possible way. *But* rather than both sides agreeing it’s just not working out, we had a very open and raw conversation about it; if we were to work together, what would it take - and why?  (Note: of course you’d rather this information be understood during that deal qualification stage, but that’s not how it always works.)

Now that both sides have clearly laid out our needs, we can work together to figure out a solution that *really* helps them. Too often people will assume things can’t or won’t work. Never be the one who says something wont work. Always be the one who says “this is how I need things to work - and why”.