Smash Notes
(EP23) The 5 Why’s of Sales

All In with Rick Jordan

(EP23) The 5 Why’s of Sales

Sales is a form of service. You know you have something valuable to offer a potential client, but you may not know how to help them see that. How do you sell through storytelling and a genuine offer? All you have to do is listen to what they need, and answer the “5 Why’s” you’ll learn in this episode. In this info-packed episode: Leave your prospect having…

Notes

  1. What Question Should Every Salesperson Answer First? at 2:11

    Why me? Your prospect should not wait to ask this question, instead you need to get ahead and answer it first. Full answer

  2. How Can a Personal Story Help in Selling Product or Service at 3:48

    Personal stores is what really sells the product. It makes you appear more human, and makes your prospects more open, more vulnerable, and more willing to buy. Full answer

  3. How Do You Close a Sale When a Prospect Just Does Not Like You at 4:21

    You can do all you do, but the other person just won't like you. It happens all the time, and it happens to everyone, that is okay. Full answer

  4. What Does a Sales Person Have to Understand About Their Prospects at 6:03

    Know your market, your product offering, and your customer. You should not be selling contracts meant for a 100k-people company to a 1k-company. Full answer

  5. How to Compare Your Company to Your Competitors at 9:04

    Don't talk negative about your competition, but instead flip it around and show what you and your company can do. Full answer

  6. How to Talk About Your Product Features During a Sales Call at 13:46

    This is a good time to explain why your product or service are the best choice for the customer. Full answer

  7. How to Convince a Sales Prospect That Now Is the Time to Buy at 16:12

    It's actually quite likely that now is not a good time. Most sales, Rick says, are lost through lack of follow-ups. Full answer

  8. What Is the Best Way to Reach Your Sales Prospect at 17:14

    Text messages are king. People get too many emails and phone calls already, but a quick follow up via a text message would get right through! Full answer

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