Touraj TabatabaiSales Wealth Academy · I'm a B2B tech sales coach with 17+ years in the field as an individual contributor, closing deals from 6 to 8 figures across SaaS, Data & AI, CRM, ERP, Cybersecurity, and more. I founded Sales Wealth Academy to help AEs and SDRs transform challenging sales jobs into thriving, high-earning careers — not through generic training, but through personalized coaching and proven frameworks that reps actually implement. My mission is to empower sales professionals to achieve financial freedom.

Are You Selling the Right Way?

Name: Are You Selling the Right Way?
Uploaded: 2024-12-23T21:59:15+00:00
Duration: 53 s
Channel: Touraj Tabatabai
Description: In this sales coaching video, the speaker explains that most sales reps fail to close deals not because their product is bad, but because they pitch too…

23 Dec 2024 · 1 min

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0:53

In this sales coaching video, the speaker explains that most sales reps fail to close deals not because their product is bad, but because they pitch too early—talking about their product before truly understanding the prospect’s situation. He emphasizes that customers care only about their own outcomes, not the seller’s awards or product features. To sell more effectively, reps should concentrate on the prospect, identify and solve their problems, and ask high‑quality, discovery‑focused questions. The quality of the questions directly influences the quality of the sales results and commissions.

Chapters

Hey, the reason you're struggling to close deals the way you know you're capable of is because your product sucks. I'm just kidding. We know that's not the case. 9 times outta 10, the sales reps I work with, the reason they struggle is cuz you're pitching before you know the strike zone. You're pitching about your product in emails, on phone calls. If you get a meeting, as soon as you find the tiny little nibble of a potential opportunity, start talking about your product. Me, me, me, me. And the fact is our customers, our clients do not care about our product, our awards, our accolades, or anything else. The only thing they they care about is themselves and achieving a better result, a better solution than they're in today. So if you wanna start selling more deals, start focusing on your prospect, solving their problems, and even better, finding and identifying their problem. So that happens with the questions you ask. The quality of the questions you ask is gonna determine the quality of your commission statement.