SDM
Listening is more important in sales call
7
Yes, I agree. I would also argue that it depends on which part in the process. Disco, without a doubt 45/55. other parts are going to be more talking but not a huge ratio difference 60/40.
Disco?
Very
Discovery
Absolutely correct. But to make sure you listen to the important stuff you need make sure you ask the right questions
And? Do you have a story to go with this sentence?
I think itโs the most important part of the call, early in my career, actually using the โ๏ธ, with phone cradle, listening to the tone, buying signals, it was like playing ping pong, controlling the conversation, with that being said, technology has changed to market (probably) more importantly because of smartphones, video, ect, ect โBody languageโ
I would say itโs 50/50, you got to speak to bring value also
I agree with this, if you arenโt asking the right questions then there likely isnโt going to be much to listen to
90:10 (ninety ten rule)
A really, really good sales call is 90% prospect speaking, 10% sales rep speaking.
Two tactics that can help you get there on a call:
*Only pitch what they are interested in, not other features that you have. They don't care, you're confusing the sale. I know you want to make your product sound better. Please refrain.
*You ask question, they answer. Next ask them a question about their answer (clarify generalities, ask specifics, etc. don't accept statements like "he's going to do it". who is he? what is it?). Don't jump topics to cover your MEDDIC or qual questions. Follow the rabbit hole to uncover your answers.
A really, really good sales call is 90% prospect speaking, 10% sales rep speaking.
Two tactics that can help you get there on a call:
*Only pitch what they are interested in, not other features that you have. They don't care, you're confusing the sale. I know you want to make your product sound better. Please refrain.
*You ask question, they answer. Next ask them a question about their answer (clarify generalities, ask specifics, etc. don't accept statements like "he's going to do it". who is he? what is it?). Don't jump topics to cover your MEDDIC or qual questions. Follow the rabbit hole to uncover your answers.
If you are talking you are not in control of the conversation. hard to sell when you are not in control
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