If I Were the Queen of Sales, I'd Ban This...
Recently, I visited Banning State Park, a beautiful park near where my husband grew up. We hiked alongside the Kettle River, which is one of the best whitewater rivers in the Midwest.
Yet just when I had an opportunity to "get away from it all," my mind made a weird turn back to selling. Before long, I was thinking, "Banning. Banning. If I were the Queen of Sales, what would I be banning in my kingdom?"
So there I am, walking in a gorgeous forest and pondering this question. As we sat by the river, more ideas popped into my mind. I started to compare one to the other: What is the worst thing salespeople do? Which would have the highest impact? Which would be easiest to implement?
I'm supposed to be enjoying the great outdoors, but instead I'm playing mind games. Fortunately, it didn't take long to decide that if I were the Queen of Sales ... (drum roll) ...
I'd ban salespeople from talking about their product or service in the first conversation.
Plain and simple. It starts the relationship off on the wrong foot and is not a very good sales technique. Prospects immediately put up defenses. They raise obstacles. They ask about price. They nitpick. They try to get the salesperson to go away.
All of that would disappear entirely if the conversation focused on:
- The issues/challenges addressed by the product or service.
- Ideas, insights or information that would be relevant to the buyer.
- Examples of how other companies achieved their objectives.
That's where a seller needs to start -- not talking about the stuff they sell. And then they need to ask questions to engage their prospect in a conversation about these topics.
Now that you know what I'd ban ...
If you were King or Queen of Sales, what would you ban in your kingdom?
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Jill Konrath is the author of three bestselling sales books: Agile Selling, Selling to Big Companies and SNAP Selling. She's a frequent speaker at sales meetings and conferences. Check out the tons of free sales resources on her website: www.jillkonrath.com/sales-resources.
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9 年If I were the queen of sales I'd ban myself from wearing dresses. I'd also ban reps from over promising and underdelivering. Follow up and follow through are keys to sales success!
?? Chief GTM Officer | Bridiging YOUR GTM Gap | Founder enabled GTM Strategy -> Data vs. Gut | Give > Receive | Recovering Coder | Extending Runways for Founders | Must haves ?? Grind ?? Integrity ?? Coachability
9 年Jill, the words of wisdom in this post are simple and to the point. Ask better questions and get better answers. Customers are looking to solve challenges not looking for your technology or service. One thing I would like to see is that if Sellers can get to a place of transparency and talking value than the BUYER reciprocates the transparency. A sales translation (usually) involved 2 parties - the buyer and the seller. There is responsibility on both parties - I continuously hear that the sales person has to provide value which I understand. I am curious when we discuss the other party in this relationship. Great article.
Partnerships, Sales Executive & Consultant
9 年Great article. If I were the queen of sales, I would ban salespeople saying I'm the best, our solution is the best on the market... I would rather have them help their clients to figure it out on their own.
SAP Partner
9 年brilliant
Founder Of CleanPRO/LeadPRO - We Empower Entrepreneurs To Grow Sales With Lead Flows
9 年I would ban all other sales people and have a monopoly.