Coach DiDonato came into class on January 29, where he talked about sales relationships.\u00a0 He started with the classic, “Sell me this pen.”\u00a0 He then explained that the sale is not about the pen, but it is about the buyer.\u00a0 Coach DiDonato worked in medical sales.\u00a0 His first sales experience was a total flop.\u00a0 He went into the doctor’s office listening off features left and right.\u00a0 He did not make sale about the customer.\u00a0 I thought it was interesting he said that there were three parties in every sale: the seller, the buyer, and whatever is being sold.\u00a0 I never thought about the product being its own party, however it is the thing that is focused on the most during many sales.\u00a0 The true sale comes from the emphasis being on the buyer and forming trust.<\/p>\n
Coach DiDonato explained trust in many ways.\u00a0 He said it was ability plus intent, or also put as grace plus truth, or in other words retaining faith plus brutal facts.\u00a0 Each of these different explanations of the things that compose trust are essential the same thing, but are nuanced and together work to provide a full and clear picture of what the seller is working to build with the client.\u00a0 A salesperson needs to demonstrate ability, but also ensuring they are transparent.\u00a0 At the same time, he or she must be like Jesus in sales by being full of grace and full of truth.\u00a0 A salesperson can capture value through retaining the faith and being transparent through brutal facts.\u00a0 All the while, the salesperson must make the sale about the buyer; this is done through asking the right questions.<\/p>\n
DiDonato then explained a five step process.\u00a0 First is pre call analysis, then need analysis, after that is need awareness, next need solution, and finally need satisfaction.\u00a0 Each of the steps help the narrow done the salesperson’s understanding of their client and his or her need until they can finally ask for the business.\u00a0 DiDonato’s presentation helped to pinpoint essential factors of making a sale.<\/p>\n","protected":false},"excerpt":{"rendered":"
Coach DiDonato came into class on January 29, where he talked about sales relationships.\u00a0 He started with the classic, “Sell me this pen.”\u00a0 He then explained that the sale is not about the pen, but it is about the buyer.\u00a0 Coach DiDonato worked in medical sales.\u00a0 His first sales experience was a total flop.\u00a0 He […]<\/p>\n","protected":false},"author":3196,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[255,45,163],"tags":[],"class_list":["post-11989","post","type-post","status-publish","format-standard","hentry","category-football","category-non-sales-selling","category-trust"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11989","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3196"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=11989"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11989\/revisions"}],"predecessor-version":[{"id":11990,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/11989\/revisions\/11990"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=11989"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=11989"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=11989"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}