The more I learn about sales, the more I find myself applying new techniques we learn in class to other situations. In Lean Launchpad, I\u2019ve been interviewing multiple people every week, and just recently I found myself using leading words and asking \u201cBut, why?\u201d of my interviewees. It\u2019s a technique I wish I had been using since day one. Asking \u201cwhy\u201d has forced the people being interviewed to think deeper about the answers they\u2019re giving. Often, this has led to a more complete answer that includes ideas and thoughtful insights that end up shaping the direction of my team\u2019s project. I think using the phrase \u201cWhat do you mean by that?\u201d has been the most helpful, because then the person goes into much more detail about what they meant by their original answer.<\/p>\n
It\u2019s interesting to see how an answer changes when you force people to think more about what they\u2019re saying. We often like things to be black and white, easy to understand, and we\u2019re quick to move on. But sales can be an opportunity to slow down and really get at the heart of an issue as you search for your customer\u2019s pain \u2013 which is why mastering the art of the interview can be vital for any salesperson.<\/p>\n","protected":false},"excerpt":{"rendered":"
The more I learn about sales, the more I find myself applying new techniques we learn in class to other situations. In Lean Launchpad, I\u2019ve been interviewing multiple people every week, and just recently I found myself using leading words and asking \u201cBut, why?\u201d of my interviewees. It\u2019s a technique I wish I had been […]<\/p>\n","protected":false},"author":98,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[34,77],"tags":[26,25,21],"class_list":["post-3631","post","type-post","status-publish","format-standard","hentry","category-pain","category-prospecting","tag-good-habits","tag-listening","tag-techniques"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3631","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\/98"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=3631"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3631\/revisions"}],"predecessor-version":[{"id":3632,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/3631\/revisions\/3632"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=3631"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=3631"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=3631"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}