In today’s episode we interviewed Scott Plum, Founder and President of MN Sales Institute. Scott is a two-time author, podcaster and sales training expert. He shared some really great advice today.
According to Scott, sales people are assumptive people. They assume that the prospect has a problem, but what if they don’t? Prospects want to maintain control, so trying to blast them with all the knowledge you have and solutions you think they need will only turn them off. No one likes to have ‘answers’ shoved down their throat. Scott says active listening is essential in learning how best to ask the emotional questions vs the intellectual questions that are easier to ask.
Scott says sales people can have many excuses for why they aren’t selling as much as the owner would like. The key to reversing this behavior is in challenging the sales person vs trying to change him/her. Scott specialties lie in doing just that and then some. Go to mnsales.com for more information or call Scott (he really likes his phone to ring! 651-453-1819
For more tips, stories and advice listen to episode here
Poised for Exit Podcast Sponsors:
Sunbelt Business Advisors
Sunbelt Business Advisors is a proud sponsor of the Poised for Exit Podcast. The Poised for Exit podcast seeks to help entrepreneurs improve, grow – and successfully exit – their businesses.
Julie Keyes, a life-time entrepreneur and founder of KeyeStrategies, understands what keeps an owner up at night and the balancing act required to work both ‘in’ and ‘on’ the business. The firm’s mission is to help business owners increase enterprise value and prepare for a future exit.
Julie believes in providing outside perspective and mentoring, which made all the difference for her while spending years growing and improving her companies before selling and becoming a business adviser in 2011.