IT’S NOT REALLY ABOUT WHO’S RIGHT OR WRONG, IT’S ABOUT THE BUYER

Trevor and Collin start off this episode with a quick discussion on which channel works well with DISC selling and why it’s effective. Collin continues to discuss that the channel, the method of selling, and whether solving problems or being likable is the best way to sell are not what really matters the most, but it is the person who is buying. Stay tuned to learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: THE PERSON, THE PROSPECT, IS THE ONE THAT MATTERS

“There are people that say, ‘Hey, people buy from people who know, like, and trust you.’ and then you've got the camp of people that say, ‘No, Trevor, people buy from people that solve real problems for them.’ that doesn't matter. The interesting thing there, and I'd love to get with two people in the same room that have this difference of opinion, is they're both wrong. And they're both wrong because it doesn't matter. What they're saying does not matter, the only thing that matters is who the person is, who the prospect is.”

COLLIN: TARGETTING INSTEAD OF SEGMENTING

“Yes, you need to solve problems for your customers. Yes, but relationship matters to some people and not so much to others. So it's less about ‘this is the right way’ and ‘that's the wrong way’, and it's more about customizing how you show up based on who you're dealing with as a prospect.”

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