Derek Borrell’s Post

This is the most important question in a discovery call 👇🏻 Simon Sinek hit the nail on the head and said "it's all about starting with WHY" Surface level questions do not uncover the real WHY of the customer. It's like seeing someone trying to unlock a door with the wrong key. You've gotta dig deeper! 🎯 🗝️ Asking the right questions in sales isn't just about getting answers; it's about uncovering the real needs of your clients 🤩 Think about it. When you ask insightful questions, you're not just selling; you're consulting. You're building trust and understanding what makes your client tick. And that's when you can tailor your pitch to hit home 🔥 Want to master the art of questioning and drive commitment? Message me 💌 #SalesMastery #QuestioningSkills #ClientNeeds #sales

Engaging Buyer Emotions to Win Deals. Special Workshop Promotional Video featuring Lee Salz 🙋♂️In Lehman's Terms, I am always looking to learn more and broaden my skillset and have a deeper buyer understanding. Why emotions are crucial in sales How to master Empathetic Expertise during discovery A step-by-step method to engage buyer emotions you can use immediately Tune in September 12. ⬇️ https://lnkd.in/edR5huMU Want to know more Contact Doug Lehman Sales Architects - Building SalesPEOPLE into World-Class SalesFORCES #workshops #sales #Buyerengagment #InLehmansTerms

Dale Carnegie's insight, "A person's name is to that person, the sweetest, most important sound in any language," serves as a timeless reminder of the power of personalization in communication. In sales, using a client’s name is not just a simple courtesy; it's a crucial strategy. It makes the conversation more personal and engaging, showing that you see them as an individual, not just another sales opportunity. This approach builds rapport and trust, laying a foundation for a more meaningful and impactful dialogue. Every time you address a client by name, you're not just speaking to them; you're connecting with them. #sales

🚫 Avoid Pitching Your Product Too Quickly 🚫 In sales, it’s tempting to jump right into explaining your product or service. But let’s pause. Instead of diving straight into your pitch, take the time to ask skilled questions first. Why? 🧠 It builds understanding. 🤝 It establishes trust. 🎯 It reveals the true problems and needs of your prospect. By focusing on asking skilled, open-ended questions, you not only create a more authentic connection but also position yourself as a listener — not just a seller. This allows your introverted side to shine, creating a calm, empathic atmosphere that fosters real conversation. Remember: Selling isn’t about pushing, it’s about pulling out the insights that matter. What are some of your go-to questions to uncover a prospect’s real needs? Let’s share ideas in the comments! 👇 #CalmClosing #SalesTips #EmpathyInSales #IntrovertPower #SalesLeadership #Trust

Just completed one of the best reads. 🤓 📖 Honestly, I'm disappointed I've been operating the past few years without the in your face knowledge Daniel Pink shares. In "To Sell is Human," Daniel Pink introduces a powerful three-step process from the Right Question Institute that has transformed how I think about discovery. ❓ 👟 The steps are: produce questions, refine them, and prioritize the most impactful ones. This method isn't just about gathering information—it's about leading clients to discover their own needs and challenges. 🤔 🗣 Since incorporating this process into my conversations (both personal and professionally), I've noticed a significant shift. Instead of focusing on selling, I’m now focused on understanding. 🧠 🤝 This isn’t just about making a sale or dominating a friendly conversation; it’s about building a relationship based on trust and mutual insight. More to come this week on other findings I believe you'll find helpful! ➡ #thetimeisnow #revenueenablement #sales #marketing #process

🤝 How Genuine Curiosity Can Transform Your Sales Approach In today’s sales world, creating meaningful connections is more important than ever. Instead of simply presenting a slideshow, try adopting a posture of curiosity. Ask thoughtful questions, listen actively, and truly understand the other person’s needs. By treating your client as the expert in their field, you build trust and credibility, and ultimately, foster stronger relationships. How do you balance dialogue and delivery in your sales strategy? Let’s discuss! #NowMedia #SalesStrategy #CuriosityInSales #ClientEngagement #RelationshipBuilding #SalesLeadership #EffectiveCommunication #GrowthMindset #BusinessDevelopment

"The Myth of the Perfect Pitch: Why Being Authentic Matters More " In the pursuit of the perfect sales pitch, we sometimes forget that buyers aren’t looking for perfection—they’re looking for connection." 1. Perfection Can Be a Turn-Off Explain that trying to deliver a flawless pitch can come across as rehearsed and impersonal. Customers are smart enough to sense when they're being given a polished, generic pitch versus when someone is truly engaging with them. 2. Authenticity Builds Trust Highlight that today’s customers value trust and transparency more than a rehearsed speech. They prefer dealing with people who are real, relatable, and who can address their unique needs. 3. Adaptability Over Scripted Perfection Rather than focusing on memorizing a script, salespeople should focus on understanding the customer’s pain points, being adaptable in conversation, and responding in real-time. 4. Your Story Matters Share how integrating your personal experiences or company story can make your pitch more engaging and memorable. Buyers resonate with human stories more than rehearsed lines. 5. Embrace Imperfection Making mistakes or showing vulnerability in a pitch can make you more relatable and genuine. It demonstrates that you’re human, not a sales machine, which can be refreshing in today’s sales environment. Do you agree ? Would you ever allow your sales team to try this ? #SalesTips #AuthenticSelling #SalesStrategy #SalesPitch #BuildTrust #SalesSkills #SalesTraining #CustomerEngagement #SalesLeadership #SalesMindset #SalesGrowth #LinkedInSales #RelationshipBuilding

I completely agree. The top sales professionals are great storytellers. Our solutions can be complex, and their use cases aren't always clear. Therefore, the ability to convey value through relatable stories is essential for connecting the dots with our customers.

What does your questioning strategy look like? A conversation peppered with well-crafted questions keeps your audience engaged and invested. It transforms the interaction from a monologue to a dialogue, making clients feel heard and valued. If this is something you or your sales team could grow you skills on, take a look at our invaluable Sandler guide: How To Ask Questions In A Sales Meeting. In this guide, we dive into ‘reversing’. To be clear, reversing is not about avoiding questions or upsetting prospects, but about understanding the intention behind a question so we can give the best possible answer and reduce Mutual Mystification. We dive into reversing techniques such as: - The Multiple-Choice Reversing - The Most-Important Reversing - The Start-Stop Reverse If you would like to get your hand on your own copy of this insightful resource, comment ‘YES’ below. Start transforming your questioning strategy today! #SalesTips #BusinessGrowth #RelationshipBuilding #QuestioningSkills

A key rule of sales is “Know the Product.” And a salesperson has had a lifetime to get to know themselves. They’re going to understand what answers to give to any question, no matter how challenging the interviewer thinks it is. Source: Big Swift Kick #sales #salesdevelopment #salesenablement #salesleader #revenuemanager #revenuemanagement #ceo