Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, you’re suggesting that we all try to listen more on our next sales call.
Lee Kantor: [00:00:12] Yeah, I think this is an important challenge I’m going to make to the folks out there listening is to resist the urge to talk about what you do, and your services you offer, and all the great stuff that your company is doing. Before you do anything, before we talk a word about yourself, just get clarity about the prospect. Ask them what they do. Ask them where the pain is. Ask them who do they sell to, what do they sell, why do people buy it, how much margin is there, what is the lifetime value, what associations do they belong to, who refers to them, who are the micro celebrities, who are their dream clients?
Lee Kantor: [00:00:53] Try to get as much information and knowledge about your prospect as you possibly can before you mention a word about what you do. Just learn all kinds of nuances. Go down and meander around different topics about their work. Understand what’s the product that gets them in the door, what’s the product that they really want to sell. Learn as much as you can about them. Let them do all of the talking for as long as possible before you see if there’s a fit for what you do to deliver the results that they need you to deliver. So, if you can do spend 90% of the time just listening and then 10% say, “Yeah, we have something that might be able to help you,” that’s how long it will take because they’ve told you everything. So, the more you can get them to talk and to share, the better your chances are of making a sale.