In this installment of the Ugly 8 Reasons WHY SELLERS GET RELEGATED TO “VENDOR” STATUS & COMMODITIZED series, Mike challenges you to…
- Take a hard look at how you are executing what might be the most critical aspect of selling – The Sales Call and whether you are Presenting or Demo-ing PREMATURELY
- Evaluate the potential damage caused by conducting ineffective sales calls and committing sales malpractice by presenting before doing proper discovery work
- Consider that maybe the reason you don’t stand out from your competition and get lumped in with everyone else and commoditized is because you look, dress, sound, and act like everyone other salesperson.
We in sales often confuse presenting with selling. “Presenting” is not a synonym for selling. Most of us typically present too much and too soon – often way too soon. Just because a prospect asks us for a demo or to come in and present a capabilities overview, that doesn’t mean it’s the right time to do it or even the right thing to do. “Spray and pray” is not an effective sales methodology and when we present or demo prematurely, it’s almost impossible to be seen as a trusted advisor or respected consultant.
After breaking down the common causes of ineffective sales calls, Mike offers his favorite, simple, powerful way to verbally set up the meeting, share your agenda, get the customer’s input and buy-in that not only puts you firmly in control but also removes the awkward adversarial dynamic where it feels like we are pitching and the prospect is resisting.
The episode concludes with an entertaining and memorable sales lesson from Jerry, the kooky kitchen remodel contractor who won Mike’s business by standing out from the competition. Instead of playing with graph paper and thumbing through cabinet brochures, listen to how Jerry differentiated his approach and deployed excellent discovery work (including cutting a hole in the drywall without permission) to win over Mike and his wife.
Sales Friends, the bottom line on Episode 18 is this:
LAME + SAME = VENDOR/COMMODITY SELLER
Take a listen for practical tips on how to be bold, break the mold, and come across like professional problem-solvers, consultants and value-creators!
Be sure to download the free guide that accompanies this series from mikeweinberg.com/ugly8
Mike mentioned a special on the New Sales. Simplified. Video Coaching Series to help you have breakthrough success in 2022. Check it out here: https://mikeweinberg.com/morenewsales/.
