Sales Transformation #362 S2 Episode 231 - THAT’S NOT HOW IT WORKS! Ethan & Collin On Why Assuming Pain Points Is Never The Way To Go
While other sellers look for customer pain points when they do their calls, Ethan Parker takes the other way around. Ethan focuses on identifying the prospect’s priorities and tries to figure out if they are aligned with the opportunities that he has to offer.
Join Collin and Ethan today for another round of outbound sales goodness where they talk about the problem with assumptions and finding priorities, here in the latest episode of Sales Transformation.
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HIGHLIGHTS
- The common mistake sellers still make today
- Identifying instead of assuming
- Identifying priorities over pain
QUOTES
Collin sees people who keep assuming:
“The other problem that I think a lot of people make, and every seller can admit that they have done this or even still do it right is making a lot of assumptions.”
Ethan on what people should align with:
“The number one winners’ did over the second place is they aligned to greater initiatives and priorities that I was caring about.”
Ethan highlights priorities over pain points:
“Yes, they have this pain. And if it's big enough, sure, you might grab their attention. But you know, a way easier way to grab their attention is aligning with their priorities.”
Connect with Ethan and learn more about what he’s been working on!
Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:
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