EP342: The Story Behind The Project - Behind The "Why" Prospects Buy
Description
Today Eric shares a sales training session focused on improving discovery calls. He proposes a new approach, inspired by a clip from Charlie Kirk, that suggests starting sales conversations by asking the client to share their story regarding the project or problem, which he believes will lead to the customer's true motive faster. The speakers engage in role-playing scenarios—including one about fixing a pond liner leak and another about installing a waterfall—to test the efficacy of this "story" approach versus conventional questioning, with much of the discussion centering on active listening, cadence, and the importance of recaps and addressing the customer's emotions. The overall goal of the proposed technique is to increase efficiency and save time during the sales process.
Key Takeaways:
- Initiate interactions by asking for the customer's story to quickly understand their motive and context.
- Focus on efficiency to save minutes during interactions, as these saved minutes accumulate into larger gains.
- Redirect overly lengthy conversations by stating you need to slow down to take notes and ensure you can properly address their needs.
- Perform consistent practice and role-playing to refine your skills and improve performance in real-world scenarios.
- Always recap discussions by including the client's emotional motive and story, not just the scope of work.
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