In this episode learn what is authentic persuasion and why you should sell with this technique. If you truly believe that your product or service will help someone and you are putting others over yourself, you are on your way. Jason is one who shares his wealth of eperience from giving his prospects too many options and confusing them when he was new to sales to helping new reps today with vision boards and goals so they are driven to succeed.
Jason Cutter
What can a salesperson learn from someone who seemingly avoided Sales and was a Marine Biologist that tagged sharks for a living?
Jason from his youth had a pretty negative idea as to what salespeople were like based on hearing stories from his mother who worked in a furniture store and heard the war stories from salespeople who took advantage of others. The feeling was that salespeople were out to get you!
He also had the not so fond memories of going to the car dealership every few years and watching the negative experience of salespeople trying to negotiate with his mother. The experience took hours and soured him on the idea of what sales can be.
Based on these 2 experiences it is no wonder that Jason went the complete opposite direction and went into the ocean to tag sharks.
When Jason got into sales, he felt he was advising and was taking orders. He also didn’t truly realize as a mortgage broker that he was really in sales. Like many he was untrained. He felt that the best way to show his authentic self was to give options that inevitably confused his clients until he learned the need to keep things simple.
What’s the worst outcome if someone doesn’t buy your product? If you know that you can help someone, you owe it to them. The problem is that most salespeople don’t ask enough questions to know or understand how their product or service cam make an impact in their business.
What’s the death of a thousand punches? What happens when a prospect asks a question when things are getting serious with real buying questions? Frequently inexperienced salespeople will pause when they respond to a question. This will open the door for additional questions that may take the conversation off track. The better course may be to respond and then move back to the process.
Jason is genuine with a broad range of knowledge in sales. He helps new people with a vision board so they can buy in to what truly motivates them, and the sales leader can work with their rep to help them get what they want without having to use either the carrot or stick.
Find out more about Jason here:https://www.linkedin.com/in/jascut/