Wanted to share one huuuge mistake that I’ve seen almost every salesperson make…ever…has been that their sales language is wrong (I’ve been guilty myself).
Most salespeople are conditioned to SELL, SELL, SELL the product to meet their quotas, and so their language on a sales call/email is coming from a place of “I want to sell you this product.”
But that couldn’t be more wrong!
The right language will come from a place of HELPING.
And our role of being hunters and always trying to find more deals is actually coming from a place of “hunting to help” rather than “hunting to sell”.
From this “hunting to help” perspective, your language will change from trying to sell the product to helping the prospect to solve their problems by first needing to understand what exactly their problems are and the impact of those problems.
That means you’re not talking about product features, asking generic BANT questions at the start of your call, or being assumptive or needy at the beginning of the sales process.
Your language will start to become more disarming, more curious, and you’ll become more results-focused as opposed to product-focused.
You’ll find yourself becoming more of a buyer’s agent, taking a sort of agnostic approach to your sales calls and truly trying to find where this specific prospect might find value, and where you could possibly help.
Just like in dating, it’s the salespeople that don’t sound like they need the deal are the ones that get the most deals. (human nature FTW)
*REMEMBER: The product solves business problems for people (selling B2B, and LIFE problems for B2C), so it doesn’t matter how cool or great the product/service is if they don’t get the results they want. Also remember that the desired results will be different for every single prospect you talk to, so you need to ask them…
-Jake Martincic
JakeMartincic.com 