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04: Know What Your Client Wants Before You Pitch with Sharon Drew Morgen
Show Notes: KimOrlesky.com/4 “In sales, It's about helping another make the decision, and making it with them and becoming part of the decision team.” - Sharon Drew (click to tweet)
We’ve all been witness to biased sales pitches. The salesperson isn’t listening to what you’re saying, or worse, they think they know your needs better than you do. It’s such a frustrating situation!
Sharon Drew Morgen, the visionary behind collaborative listening and buying facilitation is here with me on this week’s podcast, and we’re talking about why this old model of sales is so ineffective, and what you should be doing instead.
Sharon’s sharing her years of insight on how to erase your bias to increase sales, and how to help your customer get what they actually need. We’re talking about getting involved with the whole decision making process to help your customers get input before the moment of purchase.
We’re really digging into how sales has changed in the digital age, and what you need to do to adjust your pitch. This is an eye-opening conversation full of constructive thinking on how we make decisions in all aspects of our lives.
“Imagine if you can really serve the other person to find their own best answers, then you'll have trust and respect between you.” - Sharon Drew Morgen (click to tweet) Bulletpoints- Before making one decision, you should consider all of the adjacent decisions that will need addressed. How will this one change affect other areas of your business?
- We no longer need the kind of personal relationships with our customers that good salespeople used to have, because so much data is available online.
- Instead of approaching customers with a pitch based on what you want to sell, pitch based on what will help facilitate the customer’s Buying Decision Process.
- Often buyers think they know what they want, but they haven’t considered all the pieces of the equation. It’s up to you to facilitate the discussions and considerations that need to happen on all levels before purchase.
- Sales is by nature manipulative. Instead of trying to get people to buy your product, become a part of the purchasing process and learn what they really need.
- Entering a sales conversation with a bias or specific sales goal limits the buying population to people with this same perspective.
- Tell your clients you are there to serve them and help them make the best decisions for their company. Be direct about your goals.
- Try to learn how your customer thinks so that you can see things from their perspective and not through the lens of your own bias. Ask lots of questions.
www.sharondrewmorgen.com
Book: Help Buyers Buy www.dirtylittlesecretsbook.com
Book: What? Did You Really Say What I Think I Heard? http://didihearyou.com/
Book: Selling with Integrity http://www.buyingfacilitation.com/
Contact Information:
512-771-1117
Show Notes: KimOrlesky.com/4
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By Kim OrleskyShow Notes: KimOrlesky.com/4 “In sales, It's about helping another make the decision, and making it with them and becoming part of the decision team.” - Sharon Drew (click to tweet)
We’ve all been witness to biased sales pitches. The salesperson isn’t listening to what you’re saying, or worse, they think they know your needs better than you do. It’s such a frustrating situation!
Sharon Drew Morgen, the visionary behind collaborative listening and buying facilitation is here with me on this week’s podcast, and we’re talking about why this old model of sales is so ineffective, and what you should be doing instead.
Sharon’s sharing her years of insight on how to erase your bias to increase sales, and how to help your customer get what they actually need. We’re talking about getting involved with the whole decision making process to help your customers get input before the moment of purchase.
We’re really digging into how sales has changed in the digital age, and what you need to do to adjust your pitch. This is an eye-opening conversation full of constructive thinking on how we make decisions in all aspects of our lives.
“Imagine if you can really serve the other person to find their own best answers, then you'll have trust and respect between you.” - Sharon Drew Morgen (click to tweet) Bulletpoints- Before making one decision, you should consider all of the adjacent decisions that will need addressed. How will this one change affect other areas of your business?
- We no longer need the kind of personal relationships with our customers that good salespeople used to have, because so much data is available online.
- Instead of approaching customers with a pitch based on what you want to sell, pitch based on what will help facilitate the customer’s Buying Decision Process.
- Often buyers think they know what they want, but they haven’t considered all the pieces of the equation. It’s up to you to facilitate the discussions and considerations that need to happen on all levels before purchase.
- Sales is by nature manipulative. Instead of trying to get people to buy your product, become a part of the purchasing process and learn what they really need.
- Entering a sales conversation with a bias or specific sales goal limits the buying population to people with this same perspective.
- Tell your clients you are there to serve them and help them make the best decisions for their company. Be direct about your goals.
- Try to learn how your customer thinks so that you can see things from their perspective and not through the lens of your own bias. Ask lots of questions.
www.sharondrewmorgen.com
Book: Help Buyers Buy www.dirtylittlesecretsbook.com
Book: What? Did You Really Say What I Think I Heard? http://didihearyou.com/
Book: Selling with Integrity http://www.buyingfacilitation.com/
Contact Information:
512-771-1117
Show Notes: KimOrlesky.com/4