Ask the Experts: Brett and Bev Baker

Trustpoint LLC

Posted online
December 9, 2019
Bev Baker
Owner

Question: How do I make sure my presentation highlights all of my product’s features and benefits?

Answer: Stop showing up and throwing up on sales calls. Slow down and ask the right questions to find the prospect’s real reasons for doing business. Only solve the problems they have disclosed. You may be an expert on your product, but don’t act like one.
Sandler Rule #21: Sell Today, Educate Tomorrow.

November 11, 2019
Brett Baker
Owner

Question: Have you ever talked yourself out of a sale?

Answer: During any given sales meeting, the prospect should be mostly talking and the salesperson mostly listening. Typically, however, the opposite occurs. The salesperson gets excited to share all the features and benefits of their product and forgets to ask compelling questions. Ask yourself, “Am I selling or telling?” Selling involves listening.
Sandler Rule #14: A Prospect Who Is Listening is No Prospect At All.

September 9, 2019
Brett Baker
Owner

Question: Have you ever lost a deal—by trying to “close” it?

Answer: Most salespeople are taught to “always ask for the order.” Asking for the order may be an acceptable strategy of last resort. It shouldn’t be your standard process. Asking for the order is like asking for a favor not a mutual decision to do business. Learn to ask compelling questions to guide your prospect to a decision. Help them give up the search for other solutions and lingering doubts about your product or service. Sandler Rule #16 Never ask for the order—make the prospect give up.

August 12, 2019
Bev Baker
Owner

Question: How do I build trust with my prospect or customer?

Answer: Every customer and prospect is different, and our ability to establish a trusting relationship quickly is essential in solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service.  Having the skills to lower barriers between people, ask questions and really listen for the meaning will create win-win solutions and build trust.  This is far more powerful than any other aspect of client interaction.  Become a Professional Communicator.

Question: Have you ever talked yourself out of a sale?

Answer: During any given sales meeting, the prospect should be mostly talking and the salesperson mostly listening. Typically, however, the opposite occurs. The salesperson gets excited to share all the features and benefits of their product and forgets to ask compelling questions. Ask yourself, “Am I selling or telling?” Selling involves listening. Sandler Rule #14: A Prospect Who Is Listening is No Prospect At All.

Question: What is the best way to build trust with my prospect or customer?

Answer: Every customer and prospect is different, and our ability to establish a trusting relationship quickly is essential in solving their problems, developing long-term customers, and creating a relationship based on loyalty beyond the product or service. Having the skills to lower barriers between people, ask questions and really listen for the meaning will create win-win solutions and build trust. This is far more powerful than any other aspect of client interaction. Become a Professional Communicator.

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