CaptainQualification profile picture
CaptainQualification profile picture

CaptainQualification

VP of Sales

Contributor
Member
Praised Answer
+1

When was your first "Aha!" moment in sales?

My first "Aha!" moment was learning that saying less can be more. When I started I had the tendency to over explain things, and lecture to a prospect. When I made the shift to presenting them open ended questions, I immediately noticed a change in tone and success with prospects.


Ex.

Old: This is how this product will solve your problems X,Y,Z.

New: If you brought on this product, what problems do you see it solving?

🎈 Mentorship
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10 comments

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LordBusiness
Politicker
5
Chief Revenue Officer
Learning the expression "what this means for you" and making it a regular part of the pitch/demo phase of the call.  I've been on enough demo's calls to know that most humans disappear into multi-tasking at some point (especially over zoom - I've found that using the phrase "what it in for you, (prospect name)" - and then dropping a key value point tends to "bring the prospect back" from the abyss. Simple, effective, changed the game for me. 
CaptainQualification
Contributor
0
VP of Sales
The multi-tasking during zoom is something I'm definitely guilty of, those kind of engaging questions I can see definitely bringing them back from that void.
Simo
Politicker
4
Director of Sales
Focus on the buying process, not the selling process! 

If you align to their needs then you can coach them through every step instead of convincing them to move to each step. 
salesnerd
WR Officer
2
Head of Growth
Similar to yours, but when I learned to shut my mouth.

It's shocking how often people want to ask you questions but can't because you're talking. Or how many people will divulge their budget but can't because you're asking them questions. Or how often you can tell when people are disengaged but you don't notice because you're on a soapbox. 

Shut your mouth and see what happens. 
Accidental_Sales_Guy
Politicker
1
Account Executive
The more you genuinely care for your prospect, the better you sell.

Ruthless self-interest doesn't age well.
CuriousFox
WR Officer
1
🦊
Wish I could remember that far back 🤣
VEO
0
Head of Sales
When I read in the Challenger sale what a typical deck looked like... (and saw it in many other books later on) 

Word by word they described my company intro deck. And then I knew that first meeting is not to 'show up and throw up' but instead to make it all about the prospect...
champchamp
Arsonist
0
Certified Savage
Very basic but, learning that the key to advance any conversation is in listening and not in talking. 
softwarebro
Politicker
0
Sales Director
If you run the sale you have a better chance of closing. Don't let the prospect dictate the next steps. I've seen many reps let prospects run the show.. once they have pricing they are never heard of again. Qualification doesn't end with BANT - you should be qualifying your prospects throughout the sales process.  
aiko
Politicker
0
Sr. Account Executive
Throughly explaining why I am showing certain features. Then I learned that I need to expand my meetings from 30 minutes to 1 hour. 

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