Sales Training Series #17

Insights from recent trainings

Welcome back to another Sales Training series!

These posts are intended to give you access to some of the golden nuggets I give clients during our training sessions.

Note: I intentionally keep the descriptions of my clients vague for privacy reasons.

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What we’re covering in this post:

- A role play where I got the “buyer” to do all the selling

- Converting uncertainty into insecurity to control the Frame

- Disarming a skeptical prospect

- When trying to add social proof goes wrong and what to do about it

- Educating the buyer while finding the Truth

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“Grow Faster”?.. Why?

How many times have you heard a buyer say things like:

• “We want to grow faster”

• “We want to be more efficient”

• “We’re looking to scale our XYZ efforts”

And how often are you challenging or stress-testing the answer with follow up questions in order to press for specific details?

It’s a lot easier to just “accept” what the buyer says at face value and move on to your checklist than it is unpack the vagueness.

And this lack of intention in your sales meetings is why your conversations often continue moving… sideways..

but never forward.

And at the end of the hour both you and the buyer haven’t really accomplished much in terms of finding their deep & compelling reasons to change.

I did a roleplay with a client using a similar scenario because she:

1. Deals with these types of vague answers from prospects often

2. Accepts these answers at face value

3. Finds her conversations never go deep enough.

Here’s how it went down: