While I was in class when Coach DiDonato came in, he talked about some very key sales concepts that must be utilized in order to bless the customer by fulfilling their needs. First off, when he gave a visual of how to sell, called the sales funnel, it really helped me realize the significance of digging in deeper with the customer. Also, he said to ask general open-ended questions, not close ended. Typically, when you ask those yes or no questions, there is going to be a barrier of actually being able to get to know the customer more. But even before you start the sale with your customer, there is a pre-call analysis stage. This stage of the sales funnel is where you do background information on your customer before you even start to interact with them. This will help the seller to ask the correct questions to the customer that actually interests them. So, the seller can get deeper with the customer and fulfill the customers’ needs by the end of the sale. Then, is the need analysis, where you ask the customer general open-ended questions. Furthermore, this stage is finding out what the customer needs. Within your question, it will take you down 1 of 4 paths: spiritual, mental, physical, and social. Next, is the need awareness stage, where you start to ask specific probing questions. Right after the need awareness stage, the seller then has earned the right to speak. So then, the key part of the need solution stage is the features tell, the benefits sell. Finally, is the need satisfaction stage. This stage is where you gain and ask. So, you must be willing to ask for their business, but you must gain their right. Otherwise, the sale will not come to a full tuition. If the seller does not gain the right, the customer will most likely have their guard up about the sale.
By Luke Jenkins
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wheelerne24 5 thoughts on “Coach Dido Talk”
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Hey Luke! Coach DiDonato’s lecture also had a big impact on me! I think the pre-sales research is pivotal, because if I tried to sell a complete stranger anything, then I would not have enough background information to understand which paths the conversation could go down. If you understand that GCC is your product and know that most prospective students care about spiritual, mental, physical, or social aspects, then you can take the conversations down one of those paths as the other party leads you. I will be implementing this approach to all of my future sales experiences. While I know you covered the other topics too, this part about research really stuck out to me.
I absolutely loved hearing from Coach Di, he did a great job breaking down the funnel tiers and making them manageable. Trying to sell people on things, like a college experience, can be very hard. Coach Di’s explanation help make it more manageable. I loved his emphasis on asking open-ended questions, because it is a thing that I and others struggle with doing all to often.
Hey Lukey, I like your reflection about Coaches lecture from last week, he made some great points about how to sell. I learned a lot from his sales funnel example. I mostly enjoyed the part of the lecture when he was talking about the reasons behind asking general open-ended questions.
Hey Luke, Coach’s lecture from last week was very helpful in so many ways. I learned a lot about the sales funnel that he taught us, and it was just a great way to visualize what a true sales conversation should be like, in an ethical manner. The four different paths he has when talking to recruits and making sure he asks the open-ended questions to further understand what each person’s certain path is, so clever. I remember my conversation with coach for the first time, it was crazy to think that even a couple of years ago, that is exactly how he approached our conversation. You did a really nice job on this post.
I also learned a lot about sales techniques from Coach DiDonato that helped me significantly. I especially liked the fact that he emphasized that once you sell the customer on the idea, you actually need them to commit, or else it will get lost amongst everything else going on in their lives. You’ve got to get them to commit to the purchase, or application, or whatever you’re selling within 48 hours or it won’t get done.