155: Why You Need To Be More Skeptical With Your Prospects
No BS Sales School
English - February 17, 2022 19:09 - 6 minutes - 6.16 MB - ★★★★★ - 109 ratingsBusiness Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
HIGHLIGHTS
A healthy dose of skepticism never hurt anybodyYour prospect overcomes the objection, not youSlow people down to ensure that the experience is goodAlways ask how they think you can helpQUOTES
Walker: "If you're not skeptical, you're gonna start having what we call happy ears. Which means you're just gonna hear what you want to hear. And when your prospect pushes back, maybe gives you some opposition, maybe tells you something that should slow you down, you might think, ‘oh hell I can just overcome that.’"
Walker: "The only person who can overcome an objection in a sales call is your prospect. You're not smart enough to do it yourself because you've never walked in their shoes. You don't know what that other person is really thinking."
Walker: "Go have real conversations with people. Go have adult conversations with adults. People do make decisions emotionally than they justify it. Make them justify to you why it matters to them. Slow them down, slow yourself down."
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