It's All About The Prospect, Not The Product

<p>In any sales situation it’s always good to come prepared. And there’s no better way to do that than to arm yourself with everything there is to know about your product. However, try not to overdo it. In this episode of the No BS Sales Podcast, Walker warns sellers about bombarding their customers with too much information about the product or service that they’re selling instead of letting them tell you what they need to know. </p><p><strong>HIGHLIGHTS</strong></p><ul><li>Sometimes, not knowing is better </li><li>Be sincerely curious</li><li>It's about the client, not the product</li><li>The virtue of having a beginner's mind</li></ul><p><strong>QUOTES</strong></p><p><strong>Walker</strong> on sellers who talk too much about their products:  "When you sell a product or even a service, what we do is we let the damn product or service get in the way. We want to talk way too much about the service or the product and not ask enough about the prospect."</p><p><strong>Walker</strong> on the need for sellers to be genuinely curious: "Being sincerely curious, having your prospect understand that you're trying to understand them. Even if you've seen it a million times before, it's so easy as a salesperson to get clinical and to know exactly what the answer is as soon as the person asks the first question. But here's the point: maybe you do know the answer. But if you give the answer too quickly before they feel that you understand them, before they feel fully understood, there's a barrier between you."</p><p><strong>Walker</strong> on adopting a beginner's mind: "Spend your time asking questions trying to understand your prospect, where they're coming from. Make them feel understood. Be sincerely curious. Go into every single call with a beginner's mind. Go to learn, not to teach."</p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/