Inline Plastics Playbook v2 JUL-21

We cannot emphasize this enough:

People do not want to be sold.

We’ve never met anyone who enjoys having someone try to sell them something. Instead, when it comes to selling strategies, the paradox is that to sell smarter, salespeople need to quit selling. It doesn’t work! To win new customers and grow existing ones, a salesperson must work to build trusting relationships. We should care more about the customer than the sale because better salespeople call on fewer people and write more business. The key is to call on the right people. Knowing “what” to do is not enough; smart selling requires the “why” and the “how”. Answer the following questions from a potential client's perspective – this is what they are asking themselves:

S A L E S P L AY B O O K

- Why your company? - Why you, personally? - Why should I buy? - Why is this a benefit to me? - Why does it make my life, my business better? - Why is it a problem solver?

Ask Questions and Listen

CONFIDENTIAL INFORMATION – For Internal Use Only

How do you answer their whys? When your answers speak to their reasons in a direct, powerful, compelling, relatable and connective way, it resonates with them. Victory goes to those best prepared! - Do you prepare and ask effective questions? - Do you ask deeper, probing questions to earn the underlying reasons? - Do you listen more than you talk?

Top sellers ask 6 questions to 1 answer – how about you?