A Customer For Now or A Customer For Life?

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There are ways of asking those questions so that you just continue to build trust and show up as a professional. You show up as someone who really knows what they’re doing and really understands that you need that information in order to be able to accurately propose a solution with that person or not.

The Shift From Outcome-Focused to Other-Focused Selling
Jeb: I made a statement earlier that salespeople who overperform have a tendency to be lower on the empathy scale, so they’re more self-centered. And what you’re saying is that we need to be more other-focused. When I say self-centered, I mean outcome-focused.

So when I’m in a meeting, I’m always thinking about pakistan telegram data the outcome. What’s the next step? What am I getting to? What am I closing for? And that’s one of the reasons why people who are more self-centered and less other-focused have a tendency to do better over time.

They’re much more likely to advance the sale through the process. People who are high empathy and really other-focused when it comes down to asking for the next step, they’re thinking, “Oh my God, I don’t want to be too pushy.” So they end up with a lot of “call me maybe’s” and you know, “I’ll get with you next week,” and things like that.

One of the problems is that people who are more self-centric or lower on the empathy scale, work great in transactional sales.

So if I need to sell you something and it’s a one-call close, probably the best attribute you can have is no empathy, close the deal. But when you’re talking about building long-term relationships, when you’re talking about complex sales and spending a lot of money, and serving your customers over time, you can’t live in that world.