View Yourself As A Professional

Weldon Long
August 17, 2018

Weldon Long

Entrepreneur, Sales Expert, NY Times Bestselling Author and Keynote Speaker

If you want to be successful in sales, you have to view yourself as a professional. And as a professional, it is your responsibility to diagnose problems and recommend solutions--whether or not the prospect brings those problems to your attention. It's your job to not only help them with the problems they know they have, but also to reveal additional problems they may not see or understand. This is not high pressure. It is high service.
Your job is to diagnose problems and recommend solutions. Period. Here's a quick overview of the conversation you need to have with your prospects in order to do this effectively and professionally, every time.

1. Ask questions to identify your prospect's problems. Think about all the different types of problems your product/service can solve. Remember that your prospect may ignore or overlook problems that you could solve for them. This is especially true if they don't even know the extent of what you can do for them.

2. Your question process should work to not only uncover these problems, but also to reveal the emotions associated with them that will drive their purchasing decision. Keep in mind the importance of asking questions in a way that gets your prospect to agree with your narrative. It's not so much about the specific questions you ask--it's about how you ask them. You can tell you've discovered those emotions that will drive the purchasing decision because your prospect will use emotive terms like "frustrated" or "embarrassed" when they tell you how they feel about a problem.

3. As you uncover the problems and emotions, get permission to offer solutions later in the process. This can often be achieved by simply responding to the prospect's explanation of a problem like this: "Sounds like that's something I should keep in mind when I design your plan, yes?"

4. Once you've concluded the questioning, wrap things up by asking your prospect to publicly declare they can reach a yes or no decision, closing the "I need to think about it" door. By this point, you've laid the groundwork, gathered a ton of valuable information, and are ready to propose a solution to your prospect's problems and proceed with your closing sequence. You are performing your professional duties like a champ, and you'll have the opportunity to bring the sales presentation to a conclusion--one way or the other.

You see, selling doesn't have to be a constant struggle. All you have to do is make new friends, diagnose, and recommend. It's really that simple Well, okay, there's a little more to it! That's why I wrote my latest book, Consistency Selling. Stay tuned for the release in October 2, 2018 and in the meantime remember, YOU CAN DO THIS!

The post View Yourself As A Professional appeared first on Weldon Long.

Weldon Long

Want Weldon Long for your next event?

Find out more information, including fees and availability.
Find Out More
Keep Reading
4 Techniques to Apply Mindfulness to Improve Your Life & Sales
Weldon Long
Weldon Long
January 08, 2020
Sit in a comfortable position while being aware of your body touching the ...
4 Techniques to Help You Close More Deals
Weldon Long
Weldon Long
December 20, 2019
Identify prospects’ problems/recommend solutions Create a Prosperity Mindset to overcome ...
How to Apply Principles From THE 7 HABITS OF HIGHLY EFFECTIVE PEOPLE to Your Sales Process
Weldon Long
Weldon Long
December 13, 2019
One of the unexpected surprises of my changed ...
4 Techniques to Apply Mindfulness to Improve Your Life & Sales
Sit in a comfortable position while being aware of your body touching the seat, your feet resting on the floor, your arms resting at your side. Focus on your breath, in and out, pulling your concentration back to your breath when it wanders. Practice in calm moments, then stressful ones. Walk in a park or forest. Notice everything in your surr...
Read More
4 Techniques to Help You Close More Deals
Identify prospects’ problems/recommend solutions Create a Prosperity Mindset to overcome adversity Earn the trust of your prospects Ask for the business, 3 times 1. Identify problems/recommend solutions When you are with a prospect, your job is to look for every problem your product or service can solve and let folks know you can solve it. I ...
Read More
How to Apply Principles From THE 7 HABITS OF HIGHLY EFFECTIVE PEOPLE to Your Sales Process
One of the unexpected surprises of my changed life after prison was meeting and then being mentored by Dr. Steven Covey, author of the seminal The 7 Habits of Highly Effective People. I learned how to apply his seven habits, and much more, to my own life and sales process and have incorporated them into my mindset and sales training. In fact...
Read More
Getting Over Your Fear of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls. Sadly, salespeople who are afraid of making cold calls have trouble hitting their quotas, are more stressed, and are likely making less money than their counterparts who don't share this phobia. The post Getting Over Your Fear of Cold Call...
Read More
Overcoming Adversity
The post Overcoming Adversity appeared first on Weldon Long.
Read More
This Shop Boasts a Skilled Sales Team That Wears Many Hats
BeauChapeau in Niagara-on-the-Lake, Ont., is more than a specialty store. It's an experiential tourist destination staffed with knowledgeable employees trained to make a difference The post This Shop Boasts a Skilled Sales Team That Wears Many Hats appeared first on Weldon Long.
Read More
Getting Consistently Good Results from Yourself and Others with Weldon Long
Weldon Long explains how his FEAR framework helped turn him from three-time ex-convict to a New York Times bestselling author and top sales expert. The post Getting Consistently Good Results from Yourself and Others with Weldon Long appeared first on Weldon Long.
Read More
Why Small Talk Is a Big Deal -- And What to Do If You Hate It
Not everyone likes to chitchat in business, but here’s why small talk is important, and what to do if you hate talking about traffic, weather and kids. The post Why Small Talk Is a Big Deal — And What to Do If You Hate It appeared first on Weldon Long.
Read More
When Sales and Marketing Aren't Aligned, Both Suffer
A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. The post When Sales and Marketing Aren't Aligned, Both Suffer appeared first on Weldon Long.
Read More
Studies In Selling: One On One With Weldon Long
I spoke to sales guru and New York Times bestselling author Weldon Long about his best advice The post Studies In Selling: One On One With Weldon Long appeared first on Weldon Long.
Read More