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breaking through series
The most important skill in identifying needs with your client is asking questions and to recap what your client is saying.
The biggest differentiator is you the sales person AND the first buying decision any client makes is on, you the person.
One of the most important skills in the discovery meeting to uncover your client’s need is creating a gap.
You want to ask questions where they say: I don’t know, I’ve never thought about that.
If you think objections are your client’s way of asking for more information and are an opportunity for you to add value
How you show up matters. Remember, 93% of what you are communicating to your client has nothing to do with the words that come out of your mouth …
What I’ve learned from coaching sales people is that being a great listener and communicator really has nothing to do with hearing what people say…
The disconenction happens when they start to ask questions. The breakdown happens in the listening.
Being happy in sales or in any business, has more to do with the connection you have and the contribution you make than the product or service you are selling.
How you interpret any situation impacts how you react and how happy and fulfilled you are with the work you do, especially in sales.
I feel like it’s common knowledge in sales that questions are the key to sales success.
So many times in my career I said what I thought I should say or what I thought people wanted to hear.
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