#362 S2 Episode 231 - THAT’S NOT HOW IT WORKS! Ethan & Collin On Why Assuming Pain Points Is Never The Way To Go

Sales Transformation

Leadium

Social Selling, Daily Sales Tip, Sales, Selling With Video, Sales Mindset, Marketing, Sales Management, Enterprise Selling, Sales Leadership, Founder Led Sales, Sales Tips, Sales Podcast, Business, Collin Mitchell, Founder-led Sales, Sales Prospecting, Management, Outbound Sales, Sales Advice, Sales Training

5 • 2.1K Ratings

🗓️ 21 July 2022

⏱️ 6 minutes

🔗️ Recording | iTunes | RSS

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Summary

While other sellers look for customer pain points when they do their calls, Ethan Parker takes the other way around. Ethan focuses on identifying the prospect’s priorities and tries to figure out if they are aligned with the opportunities that he has to offer. Join Collin and Ethan today for another round of outbound sales goodness where they talk about the problem with assumptions and finding priorities, here in the latest episode of Sales Transformation. Power up your podcast experience by joining our Free Podcast Community! Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need! HIGHLIGHTS The common mistake sellers still make today Identifying instead of assuming Identifying priorities over pain QUOTES Collin sees people who keep assuming: “The other problem that I think a lot of people make, and every seller can admit that they have done this or even still do it right is making a lot of assumptions.” Ethan on what people should align with: “The number one winners’ did over the second place is they aligned to greater initiatives and priorities that I was caring about.” Ethan highlights priorities over pain points: “Yes, they have this pain. And if it's big enough, sure, you might grab their attention. But you know, a way easier way to grab their attention is aligning with their priorities.” Connect with Ethan and learn more about what he’s been working on! About Ethan About AltiSales AltiSales Website The Revenue Podcast Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to: About Collin About Salescast Salescast Community Sales Transformation Wanna kick off your own kick-ass podcast? Already have one? How about growing it, or even monetizing it? LET’S TALK.

Transcript

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0:00.0	Sellers are told to sell to the persona, but what if there was a better way to be
0:06.2	more authentic by personalizing the entire sales process all the way from
0:11.5	prospecting to closing.
0:13.7	Humantic AI makes this possible. You can gain personality insights that enable
0:20.1	you to sell the way your buyers want to buy. Head over to Humantic.ai to claim
0:26.4	your free trial so you can book more meetings and close more deals.
0:37.6	Buying behavior has changed. Prospects don't click on links and emails anymore
0:42.7	and they don't watch the videos you spend hours creating every week. Instead,
0:47.4	send personalized gifts and memes using video. You can quickly create engaging
0:52.2	personalized content that immediately grabs your prospect's attention, helps
0:56.8	you stand out in the inbox and does it all without forcing them to click
1:00.6	anything or go anywhere. Head over to vidu.io slash salescast to sign up for
1:07.9	free and spend less time getting your messages across and more time selling.
1:22.8	My name is Colin Mitchell and welcome to sales transformation. A daily
1:26.4	podcast with the best moments from the most respected people in the sales world.
1:30.9	The goal of this show is to give you a daily dose weekends included in 10
1:35.4	minutes or less to help transform the way you sell. I hope you enjoy today's
1:39.9	episode and now to David to tell you what you can expect in today's episode.
1:48.8	Assuming it's never the way to go because when you assume makes an ass out of you
1:54.5	and me. While other sellers keep on looking for
1:57.2	customer pains, Ethan Parker takes the other way around. You know, instead of
2:01.8	assuming that a prospect only has pains to solve, Ethan focuses on identifying
	...

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