Even the most positive prospects, the type that come running to you and say that they are ready to buy are not always qualified to actually buy from you. Maybe they’re not the real decision-makers, they don’t have the purchasing power, or maybe they’re just shopping around. In this episode of the No BS Sales School, Walker talks about always slowing your prospect down and assuming that there’s a problem that needs to be discovered, even when it looks like a done deal.
HIGHLIGHTS
QUOTES
Walker's reminder about customers: "My contention is always that people don't know how to buy from you, even if they buy stuff all the time. They don't know how to buy from you. They've been trained by crappy salespeople who've been calling on them all along, all these years."
Walker on ensuring that your buyer has a compelling personal pain point they want to solve: "Without pain, everything is about price. Without a personal compelling reason where they need to make a change, it's just about price. And maybe that's your business model, to win the price game. It's never been mine.”
Where to find Walker:
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