BRX Pro Tip: 3 Tips from the Book Demand Side Sales 101
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, you’ve got some notes from the book Demand-Side Sales 101.
Lee Kantor: [00:00:12] Yeah. This is one of my new favorite books, Demand-Side Sales 101 by Bob Moesta, M-O-E-S-T-A. He has a lot of great information. He’s on a lot of podcasts. And he’s written this great book that I highly recommend.
Lee Kantor: [00:00:29] One of his kind of foundational tenants are a better way to sell is to help people make progress in solving their problem rather than selling anybody anything. All you’re trying to do is help them make progress in solving their problem. So, think of yourself as a helper, not an order taker. So, you’re going to be asking a lot more questions. You’re going to be kind of just really helping them get clear on what they want. And the clearer they are for them articulating what they want, then you can see if you’re a good fit for them.
Lee Kantor: [00:01:05] So, the second tip in this is, you’re really not trying to convince anybody to buy anything. That’s really the key of all this. All you’re doing is asking questions and presenting information until the prospect convinces themselves that you’re the right fit for them. So, it kind of changes your lens and kind of the prism that you’re looking at sales as.
Lee Kantor: [00:01:32] You’re not trying to sell anybody anything. All you’re doing is just asking a bunch of questions. Getting super duper clear on what it is they want, what is the outcome they desire. And then, you’re together deciding if you can help them achieve that goal. So, again, at the end of the day, the prospect is going to convince themselves to buy your services if you’re asking the right questions.
Lee Kantor: [00:02:00] Now, Bob, is the brains behind the concept of Jobs-to-be-Done and that kind of thinking, which I don’t know if you’re familiar with, but I highly recommend you become familiar with it. The basic tenet of Jobs-to-be-Done thinking says people don’t buy things. They buy solutions to make progress on solving a problem they have. So, everything has a job to be done. It’s like that old saying that people don’t buy drills, they buy holes. They want a hole and the drill is just a means to give them the hole that they desire.
Lee Kantor: [00:02:38] So, the more you’re clear on what is the job to be done, the more effectively you can communicate the value you provide to help your prospect achieve that goal.
