Assumptions Kill Sales // The New ABCs of Selling: Curiosity, Communication & Consensus | Wes Schaeffer | The BJJ and Biz Podcast

The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

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2M ago 12:05

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#BJJ #TheBJJandBIZPodcast #Business #SalesTraining

Summary

In this monologue, I get into the importance of avoiding assumptions in both martial arts and sales. (My new ABCs of Selling includes, "Always Be Curious.")

I share personal experiences from a recent training session and draw parallels to decision-making processes in sales, emphasizing the need for curiosity, concise communication, and understanding team dynamics.

Takeaways

Assuming can lead to misunderstandings and missed opportunities.
It's essential to remain open-minded and avoid making assumptions about others' skills or roles.
In sales, decision-making often involves multiple stakeholders, not just the person with the title.
Always ask who else is involved in the decision-making process.
Objections in sales can often be anticipated and addressed up front.
Effective communication requires curiosity and the ability to listen.
Sales strategies should focus on building consensus among team members.
Avoid using weak language that invites objections.
The new ABCs of selling include being curious, concise, and courteous.
Always be prepared to adapt your approach based on the conversation.

Chapters

00:00 The Dangers of Assumptions

06:03 Understanding Decision-Making in Sales

10:56 The New ABCs of Selling

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