BRX Pro Tip: Selling by Solving Problems
Stone Payton : And we are back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, let’s talk about selling by solving problems, not pitching.
Lee Kantor: Yeah, I think there’s so much pitching going on nowadays, especially with social media and on LinkedIn. If I get somebody who leads with pitching first one more time, I think my head’s going to explode.
Lee Kantor: I think it’s so important when you’re selling somebody something, you have to let the prospect talk first. I mean, just make that the law in your business. Instead of launching into whatever your spiel is, you’ve got to invite the prospect to share what’s going on with them first. You want to understand what’s working for them, what’s not working for them. This is going to disarm all that kind of usual sales pressure, and it’s going to reveal what your prospects’ true priorities and pain points are. So let them talk first and let them talk a lot.
Lee Kantor: And you better be paying close attention to what they’re emphasizing and what they’re not emphasizing. You better be paying attention to their body language. What do they really mean? What really is a pain point? Are they focusing on outcomes, budget, timelines, relationships?
Lee Kantor: This type of insight is going to help you tailor your approach when it is your time to talk. And remember, when it is your time to talk, give feedback like a coach would give feedback, not a salesperson. After they speak, repeat back what you heard. Share your insights on how you can help. This is going to build rapport. It’s going to position you as a trusted advisor, somebody who’s invested in mutual success, not just closing a deal.
Lee Kantor: Remember, your goal is to help them solve their problem, and that might not be with your service. So be helpful, solve problems, stop pitching.
