Episode #380: One of You, a Few of Them: Selling to a Group
Are you preparing to sell to a group and not just one individual buyer?
In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale share their strategies to help you master your sales experience in front of a panel, board or large group.
How can you vary your questions to speak to people individually and directly?
How can you use your story to help you create meaningful connections with everyone in the room?
In this episode of The Advanced Selling Podcast, Bill and Bryan give you specific language tools and action items that will ensure you make the impact you’re looking for on your group of buyers.
It’s quite funny that many salespeople site the Internet and the research the prospects do as part of their “problem” in selling … Yet they never really realise that works the opposite way as well. As you say early in the podcast it’s quite possible to research (on LinkedIn) the people you were going to meet before you go to the meeting.
Also as well as targeting questions and responses to peoples roles within the business I found myself constantly “translating” in meetings. This is the old visual versus auditory communication bias.
For example the CFO might ask a question using predominantly visual words and my colleague would answer in his own way, using auditory words. I would then interject, with something like” just to clarify” or “in other words” …. And then respond in predominantly visual words.