Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.

And that’s what I talk about in today’s episode of Grow My Revenue: why I believe giving demos could actually be hurting your chances of attracting a sale and why asking questions (as opposed to making statements) is a far more effective way of engaging clients.

In sales, we want clients to listen to what we have to say. We want our products, services and expertise to pull clients in closer, not push them away. One of the biggest changes I’ve seen in the world of B2B sales over the years is a clear move away from what I call “push” selling and more toward an attraction-based selling. Attraction-based selling, or selling with integrity, focuses on the customer’s needs, not the sales person’s agenda.

Whether you’re in the early discovery phases of a sales conversation or you’re on your second or third meeting, how you engage with clients can signal whether you are in “push” mode or “attraction” mode.

Today, we also discuss what it takes to break bad habits as well as some strategies to help new habits stick. Listen in for those topics and more on this solo edition of Grow My Revenue.

Listen to this episode and discover:

  • Why giving demos may be hurting you more than helping you.
  • The “puppy dog” close and what you must consider before giving a sales demo.
  • A key strategy to use that will make prospects convince themselves to work with you.
  • How to turn statements into questions.
  • And so much more…

Episode Overview

In Same Side Selling, I talk a lot about showing clients the value of your solution. Focusing on “issues, impacts and results” will inevitably lead to sales based on extraordinary value. Too often, though, in the rush to get the order, sales people ignore basic tenets. They focus on the features of their products instead of the needs of the client. They talk more than they listen. And they make blanket statements instead of asking more questions.

In my estimation, the last thing you want is to make statements. Why? Because your clients will believe 50 percent of what you say, but they believe 100 percent of what they say.

So if you’re someone who tends to tell your prospects what their problems are, see if you can turn those statements into questions. Rehearse and role-play with your colleagues. The more you practice, the quicker and easier it is to develop the habit.

And speaking of habits, I also discuss the importance of having alternatives “at the ready” when you’re trying to break bad habits and learn new ones.

Today, you’ll learn:

  • Why you must have a new behavior to replace an old one.
  • Why practice and repetition is vital to learning new habits.
  • Why consistency and grit is the key to long-term change.
  • Where to learn more about our new Same Side Selling Academy.

When you listen in, you’ll hear why doing full demos is not always the best use of your time; why asking questions is always better than making statements; and how creating new habits often means unlearning bad ones. Tune in to hear actionable takeaways you can apply to your business on this edition of Grow My Revenue podcast.


– Sign up to receive an invitation to the Same Side Selling Academy

– Ask your questions here!

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What’s On Your Mind

As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.