Scaling in Public Tip: The Sales Conversation
Stone Payton: And we’re back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, in our Scaling in Public series, when we had Coach Mike Brunnick on, and he was really helping us think through a lot of things, what do you think you resonated with the most or really stood out for you during that session?
Lee Kantor: Something Mike said that was interesting was that he said that every sales conversation really just has two jobs. First, you have to get the customer to tell you their problem. And second, you have to describe your solution. And that sounds easy. It sounds simple, but most people reverse the order. They jump straight into pitching. This is what my service does. These are the features. These are the benefits. Here’s a demo. Look at it work. But they’re doing this before they truly understand what the customer is dealing with, what they need.
Lee Kantor: So, great sales conversations start with curiosity. Ask questions. Let the prospect explain what’s frustrating to them, what’s slowing them down, what they’ve tried in the past where the pain really is. The more clearly they describe the problem, the easier the second step becomes. Because once the problem is clear, your solution isn’t a pitch anymore. It’s just the answer.
