Sam Aparicio

I coach an SMB AE that’s making $10,000-$12,000 in commission every month. His secret: → your prospect should never feel like they're being sold to They should feel like you've been hired on retainer to give them the best advice (hard to do when you have a quota) I've been teaching this concept for years when I was a 2x VP of sales. That's how my AEs were closing 50-75% of their demos. Here are 5 evergreen strategies you can do to build trust with your prospect so you can close more by 'unselling' 1. ASK TO DELAY: When a prospect tells you their timeline is "this quarter" don't move onto the next question. Instead, consider 'delaying' their timeline. When you do this properly, the prospect will convince you on why they need it sooner.. E.g. "Mike, you mentioned you'd like to implement something sometime this quarter, curious..why not later?" 2. PROMOTE STATUS QUO: If your prospect has been using X solution for a few years but it's time to look into something else because of certain problems, push back on the change. You'll come across not desperate for their business and the prospect will convince you on why the problem is worth solving with your solution. E.g. "Even with those problems you're having, seems like you've been managing your pipeline pretty good and it's kinda working...why not just continue doing what you're doing vs switching to a solution like ours?" 3. LET THE COMPETITION WIN: If the prospect tells you that your competitor is cheaper and then asks how you're different, let them win. Nobody expects you to praise the competition and when you do, it's disarming. E.g. "If you're #1 goal is to find the cheapest solution on the market, I'd say go with ACME, because they'll beat us 10 out of 10 times." 4. ASSUME YOU'RE NOT A FIT: Most salespeople tell prospects they've come to the right place and they can solve their problems. But that's way too biased. Instead, tell prospects you may not be the right company for them. (side note: make sure you do this early on before you dive into discovery) E.g. "I'm not sure we'd be a right fit for you..too early to tell and I would hate for you to use a solution that doesn't do at least 85% of what you need..." 5. UNSELL FEATURES: After you show a feature, don't ask them if they have questions. Don't ask them if they liked what they saw. Ask them what they didn't like. You're looking for signs that will prevent the deal from closing by assuming their are concerns. E.g. "Based on what I just showed you, what do you feel isn't 100% aligned with what had in mind?" The best salespeople are unselling. They're pulling instead of pushing. P.S. here are 24 top discovery questions 6,000+ sellers are using (free): https://lnkd.in/edAVrn2v #helpmedontsellme