“Is Selling Linear or Is It A "Deep-Dive?”

Here’s the thing, prospects don’t care about how you solve their problem, they care about whether you’re the one to solve it. They’re deciding whether to trust you every second of the conversation. Many sales teams don’t realize this. Salespeople can’t wait to talk about their solutions, slipping into sales pitch mode, without any self-awareness that deep trust has not yet been created – this is the moment most sales are lost.

Like the elephant in the room, people will happily listen to your sales pitch, even though they decided to go with your competitor.??I’m sure you have heard the saying “People do business with people they know and like” … Well, to get this, you need to gain a potential client’s trust.?First, understand how our actions affect their perceptions of us as individuals and service providers (problem solvers).

The old traditional sales thinking … the linear selling model creates mistrust in a split second - the moment prospects sense that, although you seem to be interested in their problems and issues, you're actually trying to lead the discussion toward a close. When you do this, you’re coaxing, persuading, and pushing things forward ... Which will cause the prospect to put up a wall, the opposite response to what you want.

Trust-based languaging is a critical part of the new sales mindset of sales approach. It helps you to deep-dive into their problems and really go to the root of things, to get them thinking and it’s the unique words and phrases that replace traditional sales languaging that can help deepen a conversation and create trust.

For instance, rather than saying to someone, ‘Would you be interested in this?’, you’d say, ‘Would you be open to considering this?’

The word ‘open’ doesn’t force them a person a yes or no. It allows them to tell their truth, and that’s the goal: to get to the truth with people so you can decide whether it’s worth your time or not to invest in the relationship.

Being so focused on your personal objective of making the sale, means you can’t do a deep dive into the world of a potential client, breaking the trust-building process. Usually resulting in losing the sale.

I will be going into more detail about this in a few days on my monthly livestream show Stump The Guru, which I do right here through LinkedIn.

If you want to join the livestream, click “Attend” on the link below: https://www.dhirubhai.net/events/issellinglinearorisita-deep-div6978548473960742912/comments/

You’ll be notified inside of LinkedIn a few minutes before the show begins. If you don’t see a notification, simply go to my profile page and you’ll see the show begin live.

To ask me a live question during the show go to?www.StumpTheGuru.com?and wait to be selected to ask me a question (be sure your mic/camera are on). If you just want to watch the show and not ask a question, then simply go to my profile, and click on my cover photo and it will pop up live for you.

Show time is US, Wed. Oct. 19th 5pm (EST) | AUS, Thurs. Oct. 20th 8am (AEST)

Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit www.UnlockTheGame.com/Podcast