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

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Jói Sigurðsson

Jói Sigurðsson

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