Sales is therapy

An effective salesperson is like a good therapist.

A discovery call is like a session with your client on the couch.

You need to create a safe & secure environment, built on a foundation of trust & rapport where they feel comfortable to unload.

You need to listen carefully.

You have to enter their world & understand their problems.

You need to empathise.

You have to speak their language so your words resonate.

Once you fully understand their issues you should objectively advise them, offering a different perspective.

They should look to you as a confidant.

An advisor who doesn't judge.

Someone who listens and wants the best for them.

They should then leave your session as though a huge weight has been lifted.