Sales Tips you'll learn today on The Sales Podcast... Ask better questions Curiosity is a superpower We're awarded for answering questions in school Our parents ask us bad questions, "Are you sure you don't want to bring a jacket?" We're rewarded for being smart We explore and exploit Fake it 'til you make it is stupid Curiosity gets into authenticity Tommy Breedlove discusses "the gift of going second" Your customer will tell you what your next question should be." Cast a wide net We're all in love with our own perspectives Rinse, wash, repeat The curiosity curve and the curse of knowledge Rethink The Sales Conversation To Accelerate Sales Enablement John Reid Intent matters Problems with Challenger Selling and Hypothesis Selling Prospects are looking for context and relevance He's a big prefacer Let them know why you're asking what you're asking or sharing Most salespeople aren't having a conversation Your customer will tell you what your next question should be New salespeople are good at this naturally because they don't bring any bad habits to the game Move past your desire for a relationship just to have a relationship and to be liked Prospects have issues and they're not looking for a new friend in sales Prospects are more interested in the first call than the second Great salespeople get prospects more excited about the second call Be the best version of yourself It borders on vulnerability, which is also being overused Start with the assumption it's your fault Ask, "What could I have done differently here?" Great salespeople don't blab with a lot of stories What is the role of humor in a sale? The pain will emerge Professional selling is all about differentiation "Here's a technique that might help," is great to handle the analytical types instead of "Here's a trick I know." Be versatile "Don't take a 'no' from someone who can't say 'yes.'" What's the difference between a professional and an amateur?

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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