Casey Jacox, Executive Leadership Coach at Winning the Relationship, and author of Win the Relationship, Not the Deal, join KD in this throwback episode of the Live Better Sell Better podcast. Building relationships is the heart of sales. But how do you do it? Casey gives us quick tips on being intentional, listening rather than hearing, using TED-based questions, and making the meeting about the prospect, not the seller.
HIGHLIGHT QUOTES
Sellers must always think about these 4 questions - Casey: "One of my mentors in my career taught me four great questions to ask or to be thinking about which is, do I understand the problems in my industry? What problems exist? Do I understand what problems I solve? Do I understand how I solve them better or differently than my competition? And do I understand my proof?"
TED-based questions - Casey: "It's called TED-based questions: Tell me, explain, describe. And it's not just the first level, like, hey, you know, tell me one thing that's going right in the world, Mr/Mrs. Client and one thing you might change, and once they give you something and you say, tell me more, tell me more about that. Describe why that's important to you. Explain what you like to see differently, but give them space to answer."
You can find out more about Casey in the links below:
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