DO NOT GIVE TOO MUCH INFORMATION AWAY
There are things that we should not give up until we know what's actually going to happen next. In this episode, Walker discusses 5 questions that salespeople should have answered before sending information away whether through a proposal or in an actual call.
He walks us through why you shouldn't give your information away until you know you've got a decent chance at getting the business. Know when and how to ask yourself these questions effectively in this latest episode of No BS Sales School.
NON-BS WORDS TO THE WISE
WALKER: IF THAT'S ALL THEY NEED, THAT'S ALL YOU SHOULD GIVE
“Don't give people more information than they need to make a decision. All you'll do is cause problems for yourself and probably confuse your prospects. You just need to know what they need to know to make a decision.”
WALKER: WHEN THEY HAVE TO BUY LOW, THEY'RE PUTTING NO VALUE ON YOU
“Picking the middle quote which is what most people do is often not the right way to pick somebody. Most people, when they're picking somebody to work with, they'll look at three prices. Some of them have to pick the lowest because of their position or the way their brain works. You don't want to be that person, you don't want to be picked because you're low.”
Where to find Walker:
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