@eastonuniversity: WHAT SALESPEOPLE CAN LEARN FROM DOCTORS AND PILOTS THIS COULD CHANGE THE WAY YOU SELL. LESSON #1: DOCTORS. A good doctor may already have a strong idea of what's wrong with you. They've reviewed your charts. They've examined your labs. They've seen similar conditions before. BUT THEY STILL HAVE A CONVERSATION WITH YOU. WHY? Because you need to understand the problem. You need to understand the treatment. And you need to participate in the process. NOW THINK ABOUT SALES. Just because YOU know what the customer needs... DOESN'T MEAN THE CUSTOMER UNDERSTANDS IT. STOP RUSHING TO PRESENT. ASK QUESTIONS. GET THEM INVOLVED. HELP THEM UNDERSTAND. LESSON #2: PILOTS. Think about how a professional pilot communicates. CLEAR. CALM. FOCUSED. And when something unexpected happens? THEY FOCUS ON WHAT HAPPENS NEXT. Now think about your sales pipeline. How much time do you spend worrying: "IS THIS DEAL GOING TO CLOSE?" "WHAT IF THEY SAY NO?" "WHAT IF I LOSE THIS OPPORTUNITY?" STOP. ASK A BETTER QUESTION. "WHAT HAPPENS NEXT?" What's the next conversation? What's the next decision? Who needs to be involved? What does the customer need to understand? What action moves the opportunity forward? HERE'S THE LESSON. DOCTORS GET PEOPLE INVOLVED. PILOTS FOCUS ON WHAT HAPPENS NEXT. GREAT SALESPEOPLE DO BOTH. Stop obsessing over the final outcome. Start having better conversations. And become obsessed with the next meaningful step. Matt Easton Founder, Easton University Professional Sales Coaching https://www.eastonuniversity.com #WhatSalespeopleCanLearnFromDoctors #SalesLessons #SalesCoaching #ConsultativeSelling #SalesCommunication #B2BSales #SalesTraining #MattEaston #EastonUniversity
