Number One Thing Customers Need from Sales Professionals With Beasley Media Sales Leaders Matt Cowper and Paul Blake
This is episode 429. Join the Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. MATT'S TIP FOR EMERGING SALES LEADERS: "Be fearless. Don’t worry about failing, there’s beauty in learning and knowledge, and you will be better at what you do if you go through that. The biggest thing is be the number one resource and asset for your client. You’re there to help them, you’re an asset and a resource. Be their number one. When they need to call somebody, pick up the phone, send an email, send a text, make sure it’s to you. PAUL'S TIP FOR EMERGING SALES LEADERS: "I have a saying, you have two ears and one mouth, listen twice as much as you talk. Don’t sell anything, ask big, broad, open-ended questions so that your prospect can give you the answers to the test. Don’t ask questions that are yes or no or even directive, let them go limitless. Ask them, if you had a magic wand, what would you celebrate at the end of this year? And you’re going to be able to back into a great client needs analysis. If I can leave that with everybody, don’t try to respond to or even have anything preset into what you’re talking to a client about. Respond to what their needs are, listen twice as much as you talk.