The Sales Podcast With Wes Schaeffer, The Sales Whisperer® Assumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer | The BJJ and Biz Podcast
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Summary
In this monologue, I get into the importance of avoiding assumptions in both martial arts and sales. (My new ABCs of Selling includes, "Always Be Curious.")
I share personal experiences from a recent training session and draw parallels to decision-making processes in sales, emphasizing the need for curiosity, concise communication, and understanding team dynamics.
Takeaways
- Assuming can lead to misunderstandings and missed opportunities.
- It's essential to remain open-minded and avoid making assumptions about others' skills or roles.
- In sales, decision-making often involves multiple stakeholders, not just the person with the title.
- Always ask who else is involved in the decision-making process.
- Objections in sales can often be anticipated and addressed up front.
- Effective communication requires curiosity and the ability to listen.
- Sales strategies should focus on building consensus among team members.
- Avoid using weak language that invites objections.
- The new ABCs of selling include being curious, concise, and courteous.
- Always be prepared to adapt your approach based on the conversation.
Chapters
00:00 The Dangers of Assumptions
06:03 Understanding Decision-Making in Sales
10:56 The New ABCs of Selling
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