082: Eric Pratt | In the Evolving Buyer’s Journey, Don’t Assume You’re at the Beginning - a podcast by Jim Brown

Takeaways

1. Buyers Can be Miseducated: While a lot of research can be, and is being, done prior to your first conversation with a buyer, it doesn’t mean they know exactly what they’ve made the right assumptions. While they’re clearly looking for something, it’s your job to be a helpful expert and advisor to the process.
2. Dig Deeper: It’s very important to understand the existing state of a prospect’s business. Where are they? What do they already have to work with? What can you leverage? Buyers aren’t looking for you to tell them everything they want to hear, they’re looking to you for understanding. But how can you understand, if you haven’t asked enough questions?
3. Don’t Leave a Mess for Delivery: Just because you’ve got ink on a contract, doesn’t mean your job is done. Help yourself by making the client handoff to fulfillment as smooth as possible. As a salesperson, every once in a while you're going to have to do something where you are pitted between meeting a prospect's demands and meeting or working within your companies structure and constraints. Taking care of delivery assures you can ask for favors when needed.

Full Notes

• https://www.salestuners.com/eric-pratt

Book Recommendation

• The 4 Disciplines of Execution: Achieving Your Wildly Important Goals by Sean Covey

Sponsor

• Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

Further episodes of Sales Tuners

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Website of Jim Brown