(Page 91) Who does the Talking? The 30/70 Rule For Sales Success

Question 1

Who does the Talking?

Answer 1

1. Active Listening Leads to
   Discovery:
2. Building Trust Through
   Empathy:
3. Asking the Right Questions:
4. The Art of Diagnosis:
5. Creating a Consultative Environment:
6. Enhancing Customer Satisfaction:
7. Facilitating Decision-Making:
8. Developing Tailored Solutions:
9. Avoiding Overwhelming the Prospect:
10. Reflecting and Summarizing:

Question 2

1. Active Listening Leads to
   Discovery:

Answer 2

Engaging in active listening for 70% of the conversation allows you to uncover both technical and emotional pain points effectively.

Understanding these pain points is crucial for offering tailored solutions.

Question 3

2. Building Trust Through
   Empathy:

Answer 3

Prospects feel valued and understood when they are heard. This approach builds trust, which is the cornerstone of any successful sales relationship.

Question 4

3. Asking the Right Questions:

Answer 4

Your 30% speaking time should focus on asking insightful, open-ended questions that encourage the prospect to open up about their needs and concerns.

Question 5

4. The Art of Diagnosis:

Answer 5

Just like a skilled doctor, use your speaking time to diagnose the problem accurately. This involves delving into the root causes of
issues, not just the surface-level symptoms.

Question 6

5. Creating a Consultative Environment:

Answer 6

Position yourself as a consultant rather than a salesperson. This shifts the dynamic from selling to helping, which is more comfortable and engaging for the prospect.

Question 7

6. Enhancing Customer Satisfaction:

Answer 7

6. Enhancing Customer Satisfaction: Understanding the prospect’s needs leads to more satisfying solutions. When customers feel their needs are truly addressed, they are more likely to be satisfied and become repeat customers or brand advocates.

Question 8

7. Facilitating Decision-Making:

Answer 8

7. Facilitating Decision-Making: When prospects articulate their problems and desired outcomes, they are, in a sense, convincing themselves of the need for a solution, which makes the decision-making process smoother.

Question 9

8. Developing Tailored Solutions:

Answer 9

The insights gained from listening enable you to tailor your offerings more precisely, increasing the likelihood of meeting the prospect’s expectations and closing the sale.

Question 10

9. Avoiding Overwhelming the Prospect:

Answer 10

9. Avoiding Overwhelming the Prospect: Dominating the conversation can overwhelm
   or disengage prospects. A balanced conversation ensures that they remain engaged and invested in the dialogue.

Question 11

10. Reflecting and Summarizing:

Answer 11

10. Reflecting and Summarizing: Use your speaking time to reflect on and
    summarize what the prospect has shared. This confirms understanding and shows chat you value their input.