Deb Calvert joins Will on this episode of the Salesman Podcast to discuss how salespeople can evolve and stop selling so they can start leading.
Stop Selling And Start Leading To Close More Deals
The show starts with Will asking Deb about how sales has changed over the last 5, 10, 15 years and if it’s always been difficult for salespeople to get initial responses from prospects when they make that first call or send that first email.
“Only 19% of buyers say that sellers conversations are of value to them”
Deb explains how we should be starting the sales conversation by asking better, bigger and more engaging questions and this is how we should set the tone for the business relationship we’re attempting to build.
“I might simply ask you, “what is the biggest barrier between where you are now and where you want to be”. I don’t need to give you a pitch, product or solution, if I leave you hanging on that one question, it’s going to make you nag, it’ll make you think and the next time I call back you’ll be interested.”
The show is wrapped up with Deb explaining why salespeople need to think more like scientists and less like doctors. We need to ask questions to discover answers that we don’t know exist rather than starting with a set of assumptions and trying to pigeonhole the customers problems into a certain solution.
Deb and Will also cover –
- Why 81% of sales conversations are a waste of time
- Talking to your customers to find out what THEY want
- Adding value up front
- How to ask a compelling question that makes prospects stop in their tracks
- Why YOU (not the product) are the asset
- How to improve your customer’s experience
- Why millennial sellers rock 😉
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Deb Calvert, a 2014 Top Sales & Marketing Influencer and author of the DISCOVER Questions™ book series, has worked as a sales productivity specialist and sales researcher since 2000. She has worked with the newspaper industry for over 25 years as a consultant, a corporate director in Sales and Human Resources for a Fortune 500 company and as an Operations Director, Training Manager, and Sales Manager.
Deb’s early career included a variety of inside, outside and major account sales positions. Over the past 10 years, Deb has worked with over 300 media companies to accelerate sales productivity. Deb also hosts the CONNECT! online radio show for selling professionals where listeners cut out continuances, put an ending to pending and stop stalling out.