No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes.
Meet Dia Bondi
- Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics.
- With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks.
Paddle Through The No
- Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant.
- The chant they do allows them to keep going until they get a final bid, the highest offer.
- If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer.
Importance of Value
- Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value.
- You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for.
Connect with Prospects with Storytelling
- Part of your job as a seller is to understand what they really care about to help solve their problem.
- Just like an auctioneer, use storytelling to help you practice empathy...