The Shift From Outcome-Focused to Other-Focused Selling
Posted: Wed Jan 29, 2025 9:00 am
As you got to know them, either the objections got on the table or the objections just went away and it’s often when you go, “Hello, wanna buy?” you know, that’s when the objections go up. So I think what you said about making sure that you’re doing all of that homework is really important.
You’re doing sales archeology and understanding them and as you pull all of that information in, you’re matching your recommendations to what they see as both their success criteria and their evaluation criteria for doing business with you. And when you match it up, there’s no objection. It just makes sense to do business together for both of you.
Build Trust And Show Up As A Professional
Diane: If it doesn’t match up, it doesn’t match up. So you say, “Listen, I’m not el salvador telegram data the best resource for you. Let me point you towards somebody who is.” And there’s no weird conversation, but this is also why the salesperson has to ask a lot of questions and questions that are uncomfortable like the budget question or the decision-making question.
There are ways of asking those questions so that you just continue to build trust and show up as a professional. You show up as someone who really knows what they’re doing and really understands that you need that information in order to be able to accurately propose a solution with that person or not.
Jeb: I made a statement earlier that salespeople who overperform have a tendency to be lower on the empathy scale, so they’re more self-centered. And what you’re saying is that we need to be more other-focused. When I say self-centered, I mean outcome-focused.
So when I’m in a meeting, I’m always thinking about the outcome. What’s the next step? What am I getting to? What am I closing for? And that’s one of the reasons why people who are more self-centered and less other-focused have a tendency to do better over time.
You’re doing sales archeology and understanding them and as you pull all of that information in, you’re matching your recommendations to what they see as both their success criteria and their evaluation criteria for doing business with you. And when you match it up, there’s no objection. It just makes sense to do business together for both of you.
Build Trust And Show Up As A Professional
Diane: If it doesn’t match up, it doesn’t match up. So you say, “Listen, I’m not el salvador telegram data the best resource for you. Let me point you towards somebody who is.” And there’s no weird conversation, but this is also why the salesperson has to ask a lot of questions and questions that are uncomfortable like the budget question or the decision-making question.
There are ways of asking those questions so that you just continue to build trust and show up as a professional. You show up as someone who really knows what they’re doing and really understands that you need that information in order to be able to accurately propose a solution with that person or not.
Jeb: I made a statement earlier that salespeople who overperform have a tendency to be lower on the empathy scale, so they’re more self-centered. And what you’re saying is that we need to be more other-focused. When I say self-centered, I mean outcome-focused.
So when I’m in a meeting, I’m always thinking about the outcome. What’s the next step? What am I getting to? What am I closing for? And that’s one of the reasons why people who are more self-centered and less other-focused have a tendency to do better over time.