Eric and members of his "Weekly Compass Coaching Call" discuss the art of selling and how to effectively apply pressure in sales situations, using the analogy of a baseball game and the pressure players face during crucial moments. They further analyze a specific sales call that one of the team members had, examining how his approach could have been more effective. The podcast ends with the team deciding to stage a role-playing exercise, where one of the team members will act as a customer to help the others improve their sales techniques.
In this episode, they talk about...
• Building Confidence Through Discomfort: Examing the benefits of intentionally putting oneself in uncomfortable situations as a means of building confidence and improving performance.
• The "Columbo Principle": Asking seemingly naive questions that encourage the prospect to reveal their true desires and priorities. By appearing less knowledgeable, the salesperson can guide the conversation in a way that allows the prospect to convince themselves of the value of the service being offered.
• "Going Off the Record": How to use the phrase "going off the record" as a way to create a sense of trust and intimacy with a potential client. This approach can be effective for eliciting honest feedback and understanding the client's true concerns, particularly when price is a sensitive issue.
• The Importance of Timing in Closing a Deal: In one example, a client's willingness to pay a premium for immediate service highlighted the value of recognizing a client's need for speed and responding accordingly. In another example, a speaker suggests that delaying a meeting until after a client closes escrow on a property could lead to losing the opportunity to another contractor.
• The Power of Offering Referrals Strategically: Referrals can be a powerful tool when used strategically. For example, referring clients to other contractors who may not be as qualified or reliable can ultimately lead those clients back to you for superior service.
