The Advanced Selling Podcast #746: Finding Your Ideal Client - Part 2
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May 1, 2023 The discussion dives into the art of storytelling in sales, highlighting how unique narratives can differentiate you. Understanding your ideal client is emphasized, focusing on their deeper motivations rather than just surface-level needs. The speakers relate client engagement to personal training, stressing the importance of readiness for transformation. Practical insights on addressing both individual and organizational challenges are provided, aiming to enhance engagement and improve sales outcomes. It's all about building meaningful connections!
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Deep Dive with Purpose
- Know what you're looking for when going deep with ideal client profiling.
- Be comfortable walking away if something is absent.
Beyond Surface Needs
- Many salespeople superficially "find the need" without truly understanding the client's deeper problems.
- Going deeper reveals personal and internal struggles, differentiating you from competitors.
Personal Trainer Analogy
- Brian Neal uses a personal trainer analogy to illustrate going deeper with clients.
- The trainer's success lies in identifying clients truly committed to change, not just expressing a desire.