Today, I was searching for a vendor on UpWork for the design of marketing collateral for another project I’m working on.
This 30 minute sales call (a sales call I initiated no less), I was steamrolled. A majority of the call was him talking—- telling me the benefits of going with his organization, what an explainer video is, etc. I just had to put myself on mute. During the sales call I ended up mentally timing how long he talked versus I talked. He ended up talking about 85% of the call. He didn’t ask me any questions about what I was looking for. His only question was at the end; “Did I have any concerns?” Yes. My concern was he had no idea what my budget was, what I was looking for, ANYTHING.
Things I took away from my call today when my call ended
1. Ask questions.
2. ASK Questions.
3. ASK QUESTIONS!
Safe to say I’m not going with that vendor.
2 Takeaways for those who are just starting your consulting career.
Number 1: When I am on a sales call, I use my project scope questionnaire to guide my conversation with the prospect. I’m doing very little if any talking. When I am talking, it’s to clarify something I don’t understand. I’d recommend the same for those who are just starting your consulting career. Be a learner, not a teller. The prospect called you to help me solve the problem. Don’t tell me all the benefits of the product you’re offering.
- It’s no long ABC (Always Be Closing….Glengarry Glen Ross). DON’T SELL ME, understand me.
Number 2: Follow Sales Trainers that ‘connect’ with you. What do I mean by that? I don’t mean the 7 or so cold InMails/Emails that were sent to you this week about sales training. I mean people you connect with, people whose personality fits with yours. I’m telling you there’s a sales trainer for every personality type. I personally follow @keenan from ASalesGuy Consulting. I like the way he thinks, talks, acts. He connects with what I believe. Find that person for you.