BRX Pro Tip: Selling is Not Telling
Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, today’s topic, selling is not telling.
Lee Kantor: Nope, selling is not telling. It might rhyme. It might be catchy. But it is not a fact. Selling is asking. You should be spending way more time asking questions, not making assumptions, and asking even more questions. You have to dig deeper. You got to understand what your prospect has done, why they did what they did, what’s really important to them. You have to understand what they really, really want, what is the outcome they desire.
Lee Kantor: And spoiler alert, it’s not going to be the first thing they say they want. You’re going to have to dig deeper. You’re going to really have to understand their situation if you want to sell them something. So, you have to deal with the problems and shortcomings of your product early.
Lee Kantor: And you got to remember, you can’t sell anyone anything, but you can help them discover what they really want. And you can help them discover that what you have might help them get that thing that they really want. That is a dream that can come true. So, start by asking more, not by telling more. And you will see, you will be selling more.
