In this video, Nick Wealthall will be sharing some valuable insights on a common challenge we all face in sales: mistaking courtesy for consent.
He will discuss the frustration of building great relationships with prospects, only to have the business not come through.
He will also explain why having rapport is not enough and how to ask the challenging questions that truly matter.
He also provides practical tips on preparing for pitches and meetings, including brainstorming key questions. So, if you want to avoid the courtesy trap and close more deals, this Sales Toolkit is a must-watch!
Key Takeaways from Nick Wealthall:
- The most frustrating thing in business is having a great client or prospect meeting where you think you’ll get the business because you get on so well, but it doesn’t happen or goes elsewhere. The key is to not mistake courtesy for consent.
- A great metric after a sales call or pitch is to ask ‘if I haven’t got the business there and then…. do I know why I won’t and did I have a chance to discuss it with them’. Your job is to push through the comfort zone of easy chit chat to ask questions that reveal what your client really wants and to move them forward. Remember closers ask hard questions.
- Don’t assume clients will take action, people are engineered not to act or make decisions. Your mission is to show clients and prosects the benefit to them of working with you and then ‘elegantly’ push them to move forward.
About Nick:
Nick has had an unconventional journey to becoming a successful business owner and expert in helping others grow their revenue.
After graduating from Cambridge University and starting a career in the City, he felt disillusioned with corporate life and did what any responsible person would… ran away to Las Vegas to play professional poker!!
Nick merged his love of poker with his passion to broadcast, becoming a poker presenter and commentator on British TV, as well as writing comedy for shows like Have I Got News for You.
His current business, Yellow Door Training, now helps large corporates and SMEs develop their talent and grow their revenue. Nick has done consultancy work with a number of high-profile organisations including Savills, SPF & Willis Towers Watson.
