Sales Training Series #9

Insights from recent trainings

Welcome back to another Sales Training series!

These posts are intended to give you insight into what it’s like to train with me while providing actionable tips you can use in your day to day.

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

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Multiply the Problem

In B2B sales, emotion and the economics of the problem the prospect wants solved often go hand in hand.. They influence each other.

The bigger the problem, the more emotion there is, generally speaking.

That’s because a (good) executive’s interests should be aligned with what’s best for their team & the company.

My client sells sales technology to sales teams.. the decision makers being sales leadership.

The impact for companies as a result of using the software is to “increase revenue”

We reviewed one of his calls where he attempted to quantify the Pain. He did a decent job:

Prospect: We didn’t hit target this year

Seller: How much were you off by?

Prospect: About $300k off our goal

Seller: Oh wow

Prospect: Yeah so we need to do something about it

Seller: I hear ya.. *starts rambling about his product*

Pause

2 mistakes:

1) He assumed that $300k was a lot of money but without the context of where they should have been the seller won’t know

2) He didn’t go deep enough. Sure he got a number (which is better than what most salespeople do) but he missed the chance to turn the screws and expand the problem or Disqualify.

The new line of questioning I gave him in order to fix both mistakes was: