Why sales has shifted from Always Be Closing, to Always Helping

What is Always Be Helping?

When it comes to sales, how does being helpful work in practice?

#1: Start with asking the right questions

  • What problem(s) are you trying to solve?
  • What has prompted you to solve this problem?
  • What happens if it isn’t solved?
  • What kind of timescale are you looking to implement?
  • What do you personally gain or lose if this is solved, or isn’t solved?
  • Do you have senior/owner or C-suite support for implementing this solution?
  • Do you have a budget for this?
  • How many people do you need to involve to sign-off on that budget?

#2: Practice active listening

  • Ask smart questions (see above);
  • Actually listen to your prospect;
  • Confirm your understanding of what they said;
  • Ask relevant follow-up questions.

#3: Get creative with solutions

#4: Ask how you can help them

Love podcasts or audiobooks? Learn on the go with our new app.

Recommended from Medium

How does Lexus of Puerto Rico uses influence marketing today ?


What I Learned From Working With Dozens Of SMEs In Singapore

How to Create An Engaging Video Series

Hamdi Ulukaya had been working in the kitchen for months creating a Greek yogurt that would…

The 2020 LinkedIn Creators Guide

The Ultimate Copywriting Crash Course for Overworked Business Owners

Two business women talking about copywriting in office at desk with laptop

How these Top SaaS companies deliver market-leading customer support

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Jói Sigurðsson

Jói Sigurðsson

More from Medium

Frankfurt Has It’s First Unicorn Startup

Building Better Deals: Best of Roundup

Demand Planning 101 for your Startup or Small-Medium Business

Money is Nice but Business Margins are Better

Entrepreneurs gather around a laptop and engage in discussion.