The Story of Sarah and Tom's first years in Sales
Part 2

“Previously we spoke about Tom and Sarah and how they had very different views and approaches to selling.

Tom, the opportunity seeker, was always on the lookout for the next big closing technique and a quick sale.. Every day, he would chase new tricks and loopholes. His focus was on finding better closing scripts, believing that the right words when closing were the key to success.

On the other hand, Sarah, was motivated by offering service. She believed that “You can have everything you want in life if you just help enough other people get what they want”. She was proud of the help she gave to people and she understood that sales was a process and not an event. Every day, she would show up, listen well and help solve interesting problems for her customers. 

One day, Sarah discovered a couple of simple questions that she could ask to immediately understand what her prospects valued. She realized that by asking these questions, she could tailor her approach to each prospect, making them feel understood and valued. This was a game-changer for Sarah. She was no longer selling; she was serving by giving people exactly what they wanted. Following her ABCs of Always be Caring.

Because of that, she started to experiment with more in-depth questioning. She uncovered a set of seven questions that allowed her to understand her prospects on a deeper level. These questions helped her understand how her prospects made decisions, their preferred method of hearing information, and what motivated them. This deeper understanding allowed her to tailor her approach even further, deepening her rapport with prospects and improving her sales results significantly.

Buoyed  by this success, Sarah continued her research and started to experiment with hypnotic language patterns. She found that by using these patterns, she could communicate more effectively with her prospects, making them feel more at ease and more open to her suggestions. Her sales results improved even further.

Meanwhile, Tom was still stuck in his old ways, focusing on finding fancy closing scripts and quick fixes. He was missing the deeper connection that Sarah was cultivating with her prospects, a connection that was leading to more sales and a happier work day.

In the end, Tom's approach led him to short-term success but ultimately left him feeling unfulfilled and burnt out. Sarah's approach, on the other hand, allowed her to build a clientele that she enjoyed serving, and earn her freedom to do the things she cared about.

While Sarah continued to see remarkable growth through her deep-rooted methods, she suddenly faced an obstacle even she hadn't yet mastered: handling objections.

How would she navigate this newfound challenge?
And with Tom's seemingly 'efficient' shortcuts, would he finally catch up to Sarah, or was he on a path to inevitable burnout?