Solve...DON'T Tell
10 Apr 2023 · 0 min
0:17
Eric Deeran argues that sales calls fail when you talk about yourself. Instead, listen. Ask questions. Diagnose what the client actually needs. The shift from telling to solving changes everything.
Eric Deeran argues that sales calls fail when you talk about yourself. Instead, listen. Ask questions. Diagnose what the client actually needs. The shift from telling to solving changes everything.
You mentioned in one of your lessons, the importance of solving the client's problem versus telling them what you can do. And that's how my sales calls, my discovery calls. Used to be it was, well, I'm able to do this, and I have these kind of cameras, and, you know, me, me, me, me, me.
As opposed to what? What can I do for them? Because if they're paying for it, they want to know, like, why should I care as the client about this project and about what we're doing?
Exactly. And so that has made a huge change because my calls now are more on the basis of, you know, being quiet, listening, letting the guy tell what the situation is and even asking tons of questions.
