How to Create Urgency in Your Prospects
In this episode of the Centricity podcast, our host Will Riley meets with Jeremy Miner, author of The New Model of Selling: Selling to an Unsellable Generation. They discuss meeting new challenges as a seller
It’s Time For Sellers to Adapt
- More than ever before, consumers have access to plenty of information about all of the products people are trying to sell to them. They no longer need a salesperson to be their consultant.
- It’s good to learn about foundational elements of sales from older books, but they focus on “transactional selling,” which is less and less relevant.
- Prospects are used to being sold to. When they hear “salesy” talk, they shut down - sellers need to build actual trust with prospects through tonality and asking the right questions.
Moving Beyond Logic
- When a seller seems aggressive or desperate, prospects shut down. Using different tones and facial expressions, you can open them up.
- Prospects are predisposed to say “no” when you start selling to them. Ask them questions like, “Are you opposed to discussing this further?” Make the ‘no’ work for you!
- Stay away from surface-level questions if you are interested in deeper answers.
Resources
To dig deeper into these topics and many more, pick up a copy of The New Model of Selling: Selling to an Unsellable Generation by Jeremy Miner and Jerry Acuff on BarnesandNoble.com.