E111 - Most Common Sales Mistake #12 - Not Taking The Prospects Point Of View

Business Buffet

Ed Bejarana

Marketing, Business, Business Strategies, Entrepreneurship, Business Tips, Small Business, Leadership

1 • 981 Ratings

🗓️ 4 August 2020

⏱️ 28 minutes

🔗️ Recording | iTunes | RSS

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Summary

Has COVID-19 slowed down you sales cycle? If so, then every at-bat is mission critical and thus you should take a closer look at your technique. If you are making the mistake of not taking the prospects point of view, then you could be leaking closed...

Transcript

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0:00.0	be present.
0:02.7	Right.
0:03.3	It's the only thing we can count on is this very second.
0:06.6	That's right.
0:07.1	And we have to slow ourselves down.
0:11.1	We really, especially if we don't have body language to read.
0:17.4	Have you been neck deep in a sales presentation and noticed your prospect is drifting off or their eyes have gone aglaze?
0:26.1	It could be that you are talking way over your opportunity and overselling your product or service offering.
0:33.3	Today's episode revolves around the idea from the movie Wolf of Wall Street. How would you
0:39.9	sell a ballpoint pen? Ed and Phil will discuss the root cause of the very common sales
0:47.1	mistake. The prospect's point of view is not being considered. And what, more importantly,
0:53.8	you can do to fix it.
0:55.8	Social Media Summit, Corderlane, is back in Corder Lane for the third year in a row,
1:00.5	presenting over 20 expert speakers on all things social media.
1:05.2	Be sure to visit SMWCDA.com for more information on Social Media Summit,
1:10.6	Cordelaine, and the Social Media Summit
1:12.8	Inner Circle.
1:18.1	Welcome to the business buffet podcast with Ed Beharana and Phil Anderson.
1:23.3	This is a conversation in and around business with a pinch here and a sprinkle there of anecdotal stories.
1:29.3	Like most buffets, we will offer the staples, you know, the things that are in every buffet, the meat and potatoes with a cursory helping of veggies.
1:38.2	Our business buffet podcast aims to give you the fundamental principles and strategies any successful business needs to know.
1:45.8	Please subscribe to the Business Buffet podcast wherever you download your podcasts.
	...

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