The Advanced Selling Podcast Diagnosing Your Way to More Deals
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Jun 24, 2024 Sales diagnostics take center stage as the hosts liken it to vital lab work in healthcare. They emphasize the importance of intention, assertiveness, and detachment for effective selling. Personal anecdotes illustrate how self-awareness can inspire prospects to embrace change. Listeners gain insights into data-driven analysis to better understand client needs. The conversation uncovers the necessity of accurately diagnosing the root issues to drive successful outcomes, moving beyond traditional sales wisdom.
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Be a Doctor, Not a Waiter
- Be assertive and intentional in sales, offering clear recommendations based on data.
- Avoid simply taking orders and let the prospect know what they need, acting like a doctor giving advice.
Professionalism in Sales
- Not wanting to be "that salesperson" reveals a misunderstanding of professionalism.
- True professionals understand and explain the prospect's problem, guiding them effectively.
Diagnose and Leave
- High-performing salespeople excel at diagnosing problems and recommending solutions.
- They also know when to disengage if a prospect isn't willing to address identified issues.