Being on the Other Side of the Sales Table
In this episode, Patrick is joined by Kevin “KD” Dorsey. Kevin believes that the “friend-zone” of sales is called the “hope-zone.” If you’re “hoping” for a deal to close, then you’re not going to get any future dates to court your prospect. Being on the other side of the sales table means removing hope from your process.
In this episode we discuss:
- Building gap questions: “How are you doing x so that y doesn’t happen?”
- Removing filler words from your pitch like “Perfect. Great. 100%.
- Why you need to mention the prospect’s industry on the call.
- How to study buyer behavior to improve your results
- If you’re not using a discovery answer in your close, then don’t ask the question in your opener