Discover the art of sales motivation in this captivating How to Succeed podcast episode with Jason Stevens, a Sandler trainer with extensive experience in the sales industry.
Learn how to ask the right questions and create tension to motivate prospects towards making informed decisions.
Explore the importance of clarity and curiosity in your attitude as a sales professional and how to foster genuine connections with your prospects.
Uncover the secrets of controlling conversations, avoiding tangents, and maintaining focus to drive prospects towards a favorable decision.
Tune in now to revolutionize your sales approach and propel your career to new heights!
Don't miss this exclusive interview with Jason Stevens, a leading expert in sales, management, and customer service training, and take your sales game to the next level!
Key Topics & Timestamps
- 00:00:16 - How to Get Prospects to Move Forward
- 00:01:38 - The Difference Between Practical and Conceptual Questions
- 00:04:34 - Trust the System and Trust the Buyer
- 00:07:16 - Conceptual vs. Technical Sales is a Problem for a Lot of Salespeople
- 00:09:32 - The Importance of Knowing the Root Cause
- 00:11:54 - How to Figure Out Your Technique in a Conversation
- 00:14:12 - How to Be More Strategic About Tracking
- 00:19:04 - Controlling Conversation Over Spread
- 00:21:35 - How to Define Success for Yourself
- Understanding that big questions motivate people, and sales professionals need to focus on the key questions that will drive prospects towards a decision.
- Recognizing the difference between conceptual and technical problems and tailoring the sales approach accordingly to address the prospect's specific needs.
- Developing an adaptive mindset that is open to new possibilities and nuance, leading to more successful sales interactions.
- Fostering trust and breaking the stereotype of salespeople to create genuine human interactions and connections with prospects.
- Effectively dealing with prospects who seem disengaged by asking direct questions and seeking clarity about their level of interest.