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netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com school hey jb here the real wall street welcome to sales school your daily dose of sales training where you get tips free to myself or bring in a well-established top closer or sales trainer who gives you their own tip and we debate it so today you got me malone tip is for me and i got a great one it's about a series of three questions that when asked in the right order will essentially unlock the solution to someone's problem in other
words if you're selling a product you're basically solving some problem you're offering a solution to a problem they have if you are selling a car and you know you'll say you're selling um a certain mercedes right well you're offering them the solution to they are looking to basically solve the problem of a car it's gonna make them feel good getting from point a to point b and you know make a statement and so forth he's always solving some sort of problem right so the big issue that i see the mistake that sales people make is
they try to extract that information from a prospect in a very blunt like in your face way so for example if i'm going to sell someone an automobile i'd like to know well you know what are the things that are important to you in a car what what features what things are you looking for um and you know essentially you know what really makes you is going to make you want to buy something right and also i am aware that if you have another supplier another so that you buy from and they're selling you a
product that's similar that i'd like to know what don't you like about that other product in other words if i say to you so you know tell me what don't you like about my competitor what typically happens is the person will kind of smile right and say ah nice nice try there i see what you're trying to do you know what you want me to tell you all the things i hate about the person i'm currently buying from so you can essentially use that against me in a court of law and say oh well mine
is the exact opposite so it's so in your face to say there's someone let's say you know you're selling software and using someone's using another crm system so okay tell me what don't you like about the crm system you're using and they'll say like i get it you know yeah so you can say oh mine has all those things it's so on the nose and it's an affront to people's sensibilities because what you are then is obviously a pushy salesperson you're looking to find out exactly what they don't like so you can then swoop in
and say mine is the exact opposite right so when you do that and you just say so tell me what you don't like what don't you like about what you're currently using they clam up and it breaks rapport so the better version of that is rather than going in someone's face and saying what don't you like what you do is you start by saying so tell me what do you like about the current solution you're using what's good about it you start the other way say what are the things that you actually like about the
current solution and there are going to be some legitimate things they like and you're like uh-huh okay and your reactions to those are okay fair if you have obviously yeah of course every like so but your response and your grunts and groans and your body language such that it minimizes the greatness of the things they like about the other product in the sense that yeah of course sarah important everybody has those like so you're not going to say oh my god wow i know is that really great what they have there no your response subtly
so is that yeah god of course obviously yep uh-huh yeah of course right oz has that much better but it's a very subtle minimizing of those benefits that they're just average and expected but once you ask them what all the great things are about the product they're currently using it completely disarms them for the next question which becomes almost a logical conclusion to this which is and what don't you like what's what's what about the product really bothers you is not getting you what you want and now they'll be well and i'll tell you what
it doesn't have and they'll start opening up to you and as they do that and they start telling you thing and thinking like uh-huh and your body language and tonality is such that it amplifies the negatives and tell me more about that uh-huh uh-huh exactly give me an example more what give me can you tell me your time how did that really impact you and you make them talk about the negatives and dig into that and amplify that pain so in other words what you're doing is if you're not if you try to come in
on the negative so then what's wrong with the product they'll be like not that much but if you say to them well you know what do you like about the current product and they tell you and like they're like you like minimize it and what don't you like and they'll say well and they start talking and now you start expanding ask follow-up questions and you get to really explain to you all the things that are bothering them they don't like aren't meeting their needs very very empowering to the prospect and gets you the intelligence you
need to then finally say the third question which is and if you could design this solution yourself what would that look like what would you know how would that exactly look to you what type of payment strategy would it have you know what what are all the things that would just make the perfect solution and they'll say oh well it would have and they'll actually go out there and design the solution and then you can sell into that meaning they often they'll tell you exactly what they want and then you focus on those features and
benefits as you design the solution and bam just like that magic happens all right that's your tip of the day so remember don't be that pushy salesman says so tell me what's missing from your product and then they're not nothing because you're sharp shoeing them you start saying so what's good about it what don't you like about it you amplify the second one and say how would you design one for yourself and they'll tell you exactly what the road map is to close them and then you sell into that solution they just laid out all
right that's your tip for the day in sales school love you and share this with your friends it's crucial information people need to hear this stuff and also right now remember i'm giving a 70 off sale on my online store a gamestop special you know i'm a populist i'm behind the little guy here seriously love what's going on here i love the rebellion i like that people are making money i'm upset that some people are losing money but that's wall street so be careful but check out my online store jordanmobile.com store everything is 70 off
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