Discovery: How Important are Leave-Behinds After Remote Discovery Meetings? | David Keesee - 1412

We are still in the discovery stage and in this episode, let’s talk about the importance of leave-behinds after remote discovery meetings. Join Donald and David Keesee as they discuss more about leave-behinds.

The beliefs in Sales

• Salespeople don’t come from a place of selling. Rather, we come from a place of serving.
• The leave-behind frames the clients so that they would feel like they are being served, they have a good understanding, and that there is clarity and simplicity to your offer.
• The frame is a context. It’s a way of looking at something. In whatever conversation you’re having, it’s always important to set a frame. In sales, you need to set a frame in a way that clients see a positive context on things so that it becomes easier for them to say yes.
• The use of questions is critical in sales. The way you ask questions builds up authority and credibility.

Before the leave-behinds

• You can visit Beautiful.ai. It’s a site where you can create amazing pamphlets and slides to give to people before you start your presentation.
• It’s like pre-framing people by giving them something beforehand. It may be case studies, social proof, or other credibility building support.

The importance of leave-behinds

• The higher the value of what you’re selling is, the more customized your leave-behind should be.
• It can be an actual presentation, or anything that would provide added value.
• You need to ask yourself what your client would need to believe to move forward and how you can demonstrate that kind of belief they have to adapt.
• It matters what you leave behind.
• How you handle the objections on the spot is a measure of how good of a salesperson you are.
• Think about the top four objections why people don’t say yes and prepare for them.
• To be a great salesperson, you need to understand human beings.
• It is important to be more conscious in considering what it is like to be the client, understand where they are coming from, and what beliefs they need to have.
• Being a great salesperson means selling a great product to people who need your product. It is your duty to convert their mindset so that they take action on something that is good for them.

“Discovery: How Important are Leave-Behinds After Remote Discovery Meetings” episode resources

Connect and follow David Keesee on LinkedIn. You can also visit his website, David Keesee.

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com