5 Ways New Sellers Can Sell Like Pros New sellers struggle because they lack the skills and experience to ask well-crafted questions and build rapport with prospects. In this episode, Tony Morris talks about the five ways that new sellers can sell like pros. Tony Morris is a speaker for sales conferences around the globe, and an author of several books, a podcaster, and an entrepreneur who runs a sales training business called Tony Morris International. The 80/20 Law Tony believes that sales reps should apply the 80/20 Rule. This means salespeople should listen 80% of the time and speak 20% of the time. As Tony points out, we have two ears and one mouth so we should use them in that order. Unfortunately, most salespeople are in fact doing 80/20 but they’re doing it the wrong way round. The first tip for new sellers is to get the customer or prospect to talk more than you. People generally love to talk about themselves. When you encourage your prospect to talk more, it allows them to become comfortable. As they talk, you’re able to learn more and build rapport quicker. You do this by asking the right questions and listening with the objective to learn and understand. Asking the right questions Many people ask the wrong questions. These questions can be answered with yes or no, they don’t provide a lot of insight into the prospect’s journey before meeting with you, and they aren’t personal. Alternatively, Tony calls the right questions “killer questions.” One example of a killer question is, “What’s the best that you’ve seen so far?” The answer to this question allows you to understand more about what the prospect is looking for, what they’ve seen in your competition, and how you can offer better. Ask questions that are open, will provoke conversation, and will allow you to share the info your prospect needs. #EffectiveQuestions Sales managers can encourage asking skills in a team meeting. Start by allowing each person to come up with a topic and then the team has to practice asking open-ended questions about that topic. Going through this process trains the brain to become comfortable asking these questions. The more you do it, the more natural and habitual it becomes. Through this exercise, you’re learning how to hold a conversation, not an interrogation. When you’re comfortable as a sales rep, it allows room for your prospects to get comfortable as well. Different types of questions Tag on questions that allow you to go deeper into the answers. Statement questions help deeper engagement. Replay questions demonstrate that you are listening. Treat people how they want to be treated It’s true that The Golden Rule states we should treat people how we want to be treated but in sales, it’s more important to lean into The Platinum rule, treating people how they want to be treated. You can’t respond to your clients the same way because they all have different perspectives on how that should look. Your job as a salesperson is to pay attention to the clues your client provides about how they want to be treated and respond effectively. Be interested, not interesting Top salespeople are genuinely curious and are sincerely interested in their prospects. Your job is not to sell, but to serve. It’s your job to help a customer buy what is appropriate to their needs. This isn’t just about the quick sale and then moving on to the next prospect. Being genuinely interested will transform regular customers into raving fans who will be the ambassadors that recommend you to their friends, family, and colleagues. Sales managers can help their team practice being curious by getting into the habit of...

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