Discovering a Thing in One Call With the Buyer

The way that most sales organizations practise it is, discovery is thus one and done activity. In my mind, discovery takes place on every interaction you do with the buyer. You're kring to deepen your undereer discovery and understanding of the buyer. And so to me, that's like, that's not stage basis. Ill you're doing sort of part of everything on every call.

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Mark Cox is the founder of In the Funnel Sales Coaching. A repeatable process has undeniable benefits in converting prospects into paying clients — and this process is best applied to discovery. But processes are just guides. They are not rigid. And these processes integrate between the buyer's journey and your own sales process. At the core of it, selling is simply solving the problems of your clients and your goal is to constantly add value to the prospect. Andy and Mark discuss an authentic way to achieve this by training sellers to be better people so they can improve their ability to connect with other people.

HIGHLIGHTS

The buyer's journey and your sales process are not mutually exclusive
Repeatable sales processes convert prospects to paying clients
A commonsense principle in sales is to always add value
Train sellers to be better persons to be better sellers

QUOTES

Mark: "Do we know who we're speaking to? Do we understand their world? Can we provide insight to them? Can we provide value in every interaction? So the fact that we might be thinking along what we do as a process doesn't negate the fact that they've got the journey that they're going through."

Andy: "Every interaction we have with a buyer is, at sort of bottomline, is that we have to earn the right in that interaction to a next interaction. And there's always a sense you get from sellers, some sellers, and perhaps somebody a little less experienced but those also are just chugging through life and not paying attention, is that buyers don't have to talk to you.”

Mark: “Adding value along every step is another one of these commonsense principles about selling. You've mentioned it on many podcasts, I've mentioned it, how often are we getting folks with energy and enthusiasm doing demand generation, cold calling, prospecting us, they've never even been to our website?"

Andy: "To me, selling is nothing more than listening to understand what's the most important thing to a buyer and then helping them get that. That's selling to me. And if you're in sales and you have that in mind that you understand your job is to be able to listen, which means you got to ask questions, listen to understand what's the most important thing to the buyer."

Find out more about Mark in the links below:

LinkedIn: https://www.linkedin.com/in/markandrewcox/

Website: https://www.inthefunnel.com/

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