Sell Today, Educate Tomorrow

<p>Get rid of the 'About Us' section in your slide deck. Nobody cares about your company history, and the whole point of selling is not about you anyway. In this episode of the No BS Sales School, our host Walker McKay turns the sales process upside down with this one piece of advice: don’t educate your customer before you see a signed check. Ask questions, tell them stories of a similar situation and a snapshot of what you did then. But don’t tell them what you plan to do with the present problem, because that’s just free consulting. </p><p> </p><p><strong>HIGHLIGHTS</strong></p><ul><li>Stop trying to educate your prospects </li><li>Remember what your actual job as a seller is</li><li>Figure out if they have pain that they want you to fix it</li><li>Wait for a signed check before giving a proposal </li><li>Don't educate before you've sold</li></ul><p> </p><p><strong>QUOTES</strong></p><p><i><strong>Walker's reaction to the 'About Us' section in your slide deck: </strong></i>"Why is the first slide in your slide deck, 'Information About Us'? When you're in a sales call, if you're doing it right, it's never about you."</p><p><i><strong>Walker on finding your prospect's pain:</strong> </i>"Instead of telling people how great you are and how you're gonna fix their problem, all they need to understand and say out loud is that they have pain. Pain is your leverage for everything regarding sales."</p><p><i><strong>How to sell without giving out free consulting:</strong> </i>"All they need to know is they trust you to fix the problem. They're gonna trust you because they know you understand them, because you asked questions and listened. And then you've told stories about how you fixed, or that you fixed this kind of problem in the past. You can give generalizations but you don't need to go into specifics."</p><p> </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://w