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Episode 81: The Characteristics of a Good Closer - Mark SA Smith
Process and metrics are so important, but there is a whole other side to selling. In this episode, I have a conversation with sales expert Mark SA Smith. We talk about selling professionally and being authentic. We talk about polishing the saw not only with systems and frameworks, but when it comes to the conversational side and speaking from the heart.
Mark shares stories of exceptional sales professionals. Ones who have skills like caring about their customers success, having foresight, choosing who you do business with, and being pragmatic. He talks about the importance of trust, and how the number one salesperson is usually the most trusted salesperson. We also talk about the importance of customer motivation and more.
Episode Highlights:
- How life can be easier when you are in build mode because you have a path planned out.
- Moving from knowing what’s next to being OK with uncertainty.
- Having a growth mindset and progressing in a way that is comfortable for you.
- How life is a series of challenges and triumphs.
- How the person who signs the checks is the person who actually closes the sale.
- Being a trusted partner as opposed to a sales person.
- Creating customer success through foresight. Making a mutually profitable transaction.
- Characteristics of a closer are caring about customer success, having foresight, picking your customers, and being pragmatic.
- Working consistently instead of working hard.
- The importance of trust and relationships with customers.
- The product line is only 10% of the sales equation. Most sales people focus on the product. Focus on helping the customer relationship instead.
- FAB charts or features and advantages. Attempting to map product to customer motivation. It should be mapping motivation to product.
- Stop pitching and start asking questions and listening.
- Offering permission to defer helps with building relationship.
- Where the empathy comes into play and being open.
Resources:
- Bo Burlingham
- Mark SA Smith LinkedIn
- Selling Disruption Show
- Dress for Success
View all episodes
By Marylou Tyler
4.4
1717 ratings
Process and metrics are so important, but there is a whole other side to selling. In this episode, I have a conversation with sales expert Mark SA Smith. We talk about selling professionally and being authentic. We talk about polishing the saw not only with systems and frameworks, but when it comes to the conversational side and speaking from the heart.
Mark shares stories of exceptional sales professionals. Ones who have skills like caring about their customers success, having foresight, choosing who you do business with, and being pragmatic. He talks about the importance of trust, and how the number one salesperson is usually the most trusted salesperson. We also talk about the importance of customer motivation and more.
Episode Highlights:
- How life can be easier when you are in build mode because you have a path planned out.
- Moving from knowing what’s next to being OK with uncertainty.
- Having a growth mindset and progressing in a way that is comfortable for you.
- How life is a series of challenges and triumphs.
- How the person who signs the checks is the person who actually closes the sale.
- Being a trusted partner as opposed to a sales person.
- Creating customer success through foresight. Making a mutually profitable transaction.
- Characteristics of a closer are caring about customer success, having foresight, picking your customers, and being pragmatic.
- Working consistently instead of working hard.
- The importance of trust and relationships with customers.
- The product line is only 10% of the sales equation. Most sales people focus on the product. Focus on helping the customer relationship instead.
- FAB charts or features and advantages. Attempting to map product to customer motivation. It should be mapping motivation to product.
- Stop pitching and start asking questions and listening.
- Offering permission to defer helps with building relationship.
- Where the empathy comes into play and being open.
Resources:
- Bo Burlingham
- Mark SA Smith LinkedIn
- Selling Disruption Show
- Dress for Success