Among the many topics that James and I discuss are why bad sales practices still abound, essential questions to help advance your buyer along their buying process and how facilitating the buying process builds trust.
Joining me on this episode of Accelerate! is my guest James Muir, sales trainer, speaker, coach, and author of The Perfect Close.
James wrote this book to help sales professionals that are uncomfortable asking for commitments in manipulative ways.
A majority of meetings with prospects conclude without the sales professional asking for a commitment. You need to go into any encounter with an idea of what you want the outcome to be. Use advancing questions, such as, “Does it make sense to X?”
Andy makes the connection to Neil Rackham’s Spin Selling, and asks if the prospect today still needs to be prodded from stage to stage.
Asking, “What’s a good next step?” may reveal internal procedures that need to occur before anything external. That tells you where they’re at in their buying process.
50–60% of qualified opportunities end in no decision because sales professionals make assumptions without making a compelling case to change the status quo.
Advancing questions show at each step if more justification is needed before going forward. Complex sales, particularly, may slow from insufficient justification.
Endowed progress means that the closer one is to achieving a goal, the more one accelerates toward the goal.
Commitment consistency is a propensity to sustain commitments, based on the psychological need to maintain internal coherence. Robert Cialdini addresses this in Influence.
James tells about a client who refused to work with a sales rep ‘with commission breath.’ Closers who serve themselves are not serving the customer. Be a facilitator.
What’s your most powerful sales attribute?
People share stuff with me.
Who is your sales role model?
Mahan Khalsa, author of Let’s Get Real, or Let’s Not Play.
What’s one book that every salesperson should read?
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, by Mack Hanan, or Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions, by Andy Paul.
What music is on your playlist right now?
Virtuoso guitar players of all different styles. Today it’s Joe Satriani’s, “Surfing With the Alien.”