Nicolas Cole argues that the best salespeople ask questions instead of pitching. The first objection you hear, usually about budget, is almost never the real problem. Keep asking what's beneath it until you find what actually matters.
The path to getting better at sales is really not thinking of it like sales. I often say it is more helpful to think of sales as education. And one of the most helpful things that you could do is ask them clarifying questions to make sure that you're getting to the root of like, what's the real issue here? I've taken thousands and thousands of sales calls. It's the same thing over and over again. When a client tells you, I don't think this will work for me, or I think that this is the way it is. And you start asking clarifying questions, you will watch them flip-flop very quickly. And you have to ask clarifying questions to dig through those different layers of objections because the first one they tell you is not the real one. It's like when a client's like, "It's just budget." It's almost never budget. Little secret for everyone. So what's beneath that? What's beneath that? What's beneath that? You can't actually come up with the answer if you don't ask them questions.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
