Professional Selling Skills by Sales Pro January 27, 2024 Session 5

The PSS methodology involves asking a series of questions to understand the customer's background, circumstances, specific needs, and the reasons behind those needs.
The goal is to achieve clarity, completeness, and mutuality in understanding the customer's needs. [04:19]

The speaker emphasizes the importance of active listening and avoiding jumping to conclusions or solutions before fully understanding the customer's situation.

The speaker discusses different types of customer concerns (skepticism, misunderstanding, and drawbacks) and how to address them effectively.
The speaker also covers techniques for handling indifferent customers, such as exploring their current reality and identifying opportunities for improvement. [01:26:17]
Notable Quotes

"Clarity is you understand all four of those issues. Completeness is you understand all of my needs. [04:24] Mutuality is you understand in the same terms that I understand anything that is expressed." (02:00) [04:08]

"Successful sales calls have five times as much acknowledgement as unsuccessful sales calls." (01:16:35) [01:37:15]

"65% of sales are going to be to indifferent customers. [01:26:30] You're going to walk in, they'll tell you that they're happy with what they're currently using." (01:30:00) [01:26:38]