3 Reasons to Let Your Customer Take Control

Ever wondered what happens when sales reps fail to book meetings and an AE’s calendar starts catching cobwebs? Also, what are the worst behaviors you’ve ever witnessed in the office? We’ve got an anonymous account of AEs straight from the pits of seller’s hell that’ll make your jaw drop!

In Today’s Jam

  • Sales Tip of The Day: Sales Superpower

  • The Sales Lab: 3 Reasons to Let Your Customer Take Control

  • Weekly Poll

  • Sales Q&A: How To Take Control of Customers (hint: you don’t)

  • The Outrageously Easy Way to Attract New Customers

  • Sales Scene of the Week: Reverse Sales Psychology

The Sales Lab🔬: 3 Reasons to Let Your Customer Take Control 

In the past, we’ve talked a bit about dominating prospects in a conversation and why it’s not a good idea.

Stereotypes of the sales professional being this self-assured jerk who bullies his way to the sale used to run rampant and has done a disservice to more modern ways of selling. 

In reality, sellers want to be an advisor, and expert guiding prospects to discover their biggest problems, or reveal them to the sales professional, and ultimately solve them.

The best sellers accomplish this by allowing customers to take control (without them realizing it). 

Here are 3 major reasons why you should do the same! 

How Else Will You Discover Their Pain?

This may sound like a no-brainer, but a lot of sellers fail to realize this. If your customer isn’t comfortable enough to divulge what’s bugging them, or what’s happening with their business, how on earth will you know? 

If you’ve done your homework, you will have great insights into their company and its generic issues and challenges, but each prospect is different. And the idea to close faster and more efficiently is to have the prospect reveal the real pain they’re experiencing so you can tailor your pitch to it and present your product as that solution.

You can’t discover the real problem unless the customer is comfortable. 

Quickly Spot Bad Leads

Who likes chasing a prospect around the globe for a couple of months before realizing not only will they not choose your product, but they didn’t even need it in the first place? 

No one?

Well, the sure-fire way to avoid this is to have the customer feel in control of the conversation and therefore reveal more useful information to you, the seller.

Guide them to share the following:  

  • What their superiors think of the problem. 

  • What deadlines are they working with? 

  • Why do they need to make this change?

By answering questions like these, the prospect will reveal to you the likelihood of closing the sale. 

A Faster Close

In some people’s heads, bullying a prospect into signing on the dotted line might sound like a fast way to that commission check.

But consider this: are you quicker to make a decision when someone is constantly in your ear about it? Or are you more inclined to make that choice when you feel as though you are in control?

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Sales Q&A

How Do You Take Control of the Customer in a Sale?

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

The Easy Way to Get New Customers

Internet sensation, Alex Hormozi shares 7 tips for attracting new customers, within a week and free of cost. He even includes stats to prove how these methods worked for his business.

How AI is Shaping Cold Calling

The Redefining Outbound Podcast discusses how AI is affecting outbound channels. More importantly, how sales leaders can help their teams take advantage of said channels and adapt to the shifting landscape.

2024 Sales Trends Reports

Get your hands on this to uncover top methods for building rapport, what B2B sales pros say is the most effective way to make the sale, and more. Grab it here.

The Sales Acceleration Formula

Mark Roberge’s “The Sales Acceleration Formula” is a masterful introduction to building a sales function in an organization, specifically larger companies. If you’re selling SaaS, this book is a must-read.

Sales Scene of the Week🎬

Reverse Sales Psychology?

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