Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
#1 starts at 2:50 1. Est. Your Authority 2. Find Challenges 3. Find the Cost 4. Find Their Drive 5. Present to Challenges Play video at 1.75 speed. Thank me later.
you prolly dont give a shit but does anybody know a method to get back into an instagram account?? I was dumb lost my account password. I love any help you can offer me
Excellent video.I’ve been working in Pre sales roles for about 3 years: I consider myself as a good pre-sales person. I’ve created couple of methods to qualify prospects but this one is definitely superior to the ones I’ve used (with some success ). So.. THANK YOU !
Jean-pierre Saint-aime I've been mostly pre-sales for the last 11 years and in many cases I was the one with this type of methodology, instead of the sales people too! It really pays off
Many of your lessons will work well for a professional looking for a new position. In other words, the item they have to sell is themselves and the how hiring them could benefit the company and solve the pain points of the company.
It depends on what you sell. Either way Mark somewhat contradicts other videos. If you ask questions that are focused on the customer and goals you will be able to establish yourself as an authority but bringing together a strategy that will help you client without guessing the obvious and missing the target.
This is extreme helpful but I get stuck in the beginning.. we selling website and we just call random company’s but most of the companies tells me they have it way to busy and get enough clients with mouth-to-mouth so what can I tell them ?! Really need help
Mark, while you've got right the consulting (aka 'doctor') approach, there is a huge issue with this... In most cases, a patient knows he/she has a health issue and needs to see a doctor. This consulting approach may work well in incoming pre-sales calls. It can't work with outgoing cold calls, because your potential customer: a) has not identified the issue your product is solving, to seek consultation, or b) has identified the issue and is not considering it urgent, or has discovered a workaround (that might be inferior to your product, or losing him/her money), or c) has identified the issue and has engaged with your competitor(s) for a solution. Back in square 1...
Hi, have you found anything that helps with this? As in any channels or books as I see what your saying and only just realised you left this comment a year ago lol
Depends your purpose of a call.. If you establish as a authority over them.. Make it a Survey or something..even in the end your gona be pithching hard....but smooth..its interesting to me...i havent tried it yet.. But i could see it. 🤔
Prospects don’t know what they don’t know. You’re the expert. The authority. It’s up to to find the solution to their problem. It’s up to you to establish urgency. How? Ask questions. Pull the pain out. What issues are they having, what have they done to fix them and how has that worked out.
I love your videos. Only one big challange, how to sell to the government when they dont care about how to save money and at the same time they belive they dont have any money?
Great "Sales 101" stuff here. But, what if you're selling in a market where there isn't any active (or latent) pain or challenges? For example, this particular market is surgical capital equipment. There are three competitors and all products are on par with each other as it pertains to capability and cost. It comes down to surgeon preference, which is usually simply what platform they used in their training and when you lose the deal, you're locked out of the facility for 10+ years. I would love to hear your thoughts around creating differentiating value in this type of environment.
5 Keys to Create Massive Value During Sales Qualifications 1. Establish your Authority 2. Engage Around Challenges 3. Learn the Cost 4. Understand their Drive 5. Only Present to their Challenges
My discovery script is similar but it's a lot easier to practice and use than this one... Marc Wayshak's script is great for seasoned professionals, that's just my opinion.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Q%
#1 starts at 2:50
1. Est. Your Authority
2. Find Challenges
3. Find the Cost
4. Find Their Drive
5. Present to Challenges
Play video at 1.75 speed. Thank me later.
gracias!
definitely one of the top people to give real value to help salespeople in their way! thanks so much Marc
you prolly dont give a shit but does anybody know a method to get back into an instagram account??
I was dumb lost my account password. I love any help you can offer me
Selling to salespeople. Next tier sales. 👍👍👍 This video is applicable to general sales and selling your company to other companies. D2D & B2B
I appreciate you giving a great details on every step. Very helpful!
Thanks Marc, i'm getting closer to success the more I listen to you!
Excellent video.I’ve been working in Pre sales roles for about 3 years: I consider myself as a good pre-sales person. I’ve created couple of methods to qualify prospects but this one is definitely superior to the ones I’ve used (with some success ). So.. THANK YOU !
Jean-pierre Saint-aime I've been mostly pre-sales for the last 11 years and in many cases I was the one with this type of methodology, instead of the sales people too! It really pays off
Many of your lessons will work well for a professional looking for a new position. In other words, the item they have to sell is themselves and the how hiring them could benefit the company and solve the pain points of the company.
how do you establish Authority on outbound calls?
Leveraging the Influencer
It depends on what you sell. Either way Mark somewhat contradicts other videos. If you ask questions that are focused on the customer and goals you will be able to establish yourself as an authority but bringing together a strategy that will help you client without guessing the obvious and missing the target.
Nice one! Great concise advice.
Thank you so much for this
Marc, you're awesome, I wish you success 10X :)
Thank you very much, I dont know why but I got a very Tony Robbins vibe watching this. Maybe your voice. Great video!
Very Helpful And Inspiring videos
I love this man❤
This is extreme helpful but I get stuck in the beginning.. we selling website and we just call random company’s but most of the companies tells me they have it way to busy and get enough clients with mouth-to-mouth so what can I tell them ?! Really need help
Mark, while you've got right the consulting (aka 'doctor') approach, there is a huge issue with this... In most cases, a patient knows he/she has a health issue and needs to see a doctor. This consulting approach may work well in incoming pre-sales calls. It can't work with outgoing cold calls, because your potential customer: a) has not identified the issue your product is solving, to seek consultation, or b) has identified the issue and is not considering it urgent, or has discovered a workaround (that might be inferior to your product, or losing him/her money), or c) has identified the issue and has engaged with your competitor(s) for a solution. Back in square 1...
Hi, have you found anything that helps with this? As in any channels or books as I see what your saying and only just realised you left this comment a year ago lol
Depends your purpose of a call.. If you establish as a authority over them.. Make it a Survey or something..even in the end your gona be pithching hard....but smooth..its interesting to me...i havent tried it yet.. But i could see it. 🤔
Prospects don’t know what they don’t know. You’re the expert. The authority. It’s up to to find the solution to their problem. It’s up to you to establish urgency. How? Ask questions. Pull the pain out. What issues are they having, what have they done to fix them and how has that worked out.
GOLD!
Hi Marc. This is valuble, thank you. So what happens if you know the trends but do not have actual data to back it up?
Get the actual data. Not having it isn’t due to a lack of resources. It’s due to a lack of resourcefulness.
Please do one on inhouse timeshare .
Id like a paid subscription but I see different packages available. Which one should I buy?
I’m going to use this tomorrow
Please makea video on NK ANSWER in cold calling
Tech4Everyone lol. I had the same request recently. If you look through some of his other videos you can put together a semblance of tips for this.
Very solid video
Solid information here
I like your thoughts
this is so amazing
this is great stuff. saving it to finish later
I love your videos. Only one big challange, how to sell to the government when they dont care about how to save money and at the same time they belive they dont have any money?
"What's the fire under their ass"😂😂😂
Great "Sales 101" stuff here. But, what if you're selling in a market where there isn't any active (or latent) pain or challenges? For example, this particular market is surgical capital equipment. There are three competitors and all products are on par with each other as it pertains to capability and cost. It comes down to surgeon preference, which is usually simply what platform they used in their training and when you lose the deal, you're locked out of the facility for 10+ years. I would love to hear your thoughts around creating differentiating value in this type of environment.
Great.
Wow!
5 Keys to Create Massive Value During Sales Qualifications
1. Establish your Authority
2. Engage Around Challenges
3. Learn the Cost
4. Understand their Drive
5. Only Present to their Challenges
What’s keeping you up at night ? What’s most important to you?
If there is any thing you would like change what would it be?
The term “spit balling”, may be less appealing, as of late.
My discovery script is similar but it's a lot easier to practice and use than this one... Marc Wayshak's script is great for seasoned professionals, that's just my opinion.
Don’t like the BG music. Glad you have dropped it from your more recent videos.
This guy sounds like a doctor. Lol
Love your lips tho😋😍
Not hating, but I wonder if this could be boiled down to a 5 minute video.
HOW TO CREATE FAKE ”LIVE” WEBINARS 🤢
I like your content but improve your posture.
Try and give people more than 0.03 seconds to click on your face bro