The Curious Salesperson

Live training is always an honour and a pleasure!
Thank you to .college and the hard-working Laboratory Professionals' Association of Ontario for inviting me last week to speak about Age as Insight: The Power of Generational Differences.

While I'm often talking about Curiosity in Sales, I also speak to corporate teams, associations, and leaders about finding the best in people.

⭐️ Address the power imbalance you didn’t know existed in your Discovery calls.
⭐️ Stop using an outdated model that slows Buyer Momentum after you leave the room.
⭐️ Spend time with prospects and customers who are ready to buy.
It's time for you to have a breakthrough in leading your Discovery Calls.
Filter the fluff.
Close more deals.
Predict your numbers.
Imagine your life with:
➡️ Juicier commissions,
➡️ Prospects who buy quickly and efficiently, and
➡️ Predictable closing timelines.

My name is Jennifer Krueger. I've been in Sales (as a leader and coach too!) for over 22 years. I'm kinda old and kinda wise. Get my course on how to lead powerful first meetings, so that you can hit the targets of your dreams.

We never talk about it. There's a power imbalance in every sales meeting you walk into...

and the odds are most salespeople don't know it exists. Frankly, it's not Buyers jobs to help salespeople figure it out.

Salespeople walk in to meetings with product knowledge (features, options, use cases, pricing...all the good stuff on which we pride ourselves.)

The Buyer walks in with purchasing power; things like budget, timelines, decision-maker hierarchy; and obviously, the ability to say yes or no.

There was always a structural imbalance between Seller and Buyer. (That's why Being in Sales is a tough and interesting job.)
However, the power imbalance is more now than ever.

With the explosion of information available on multiple channels across the internet, Buyers aren't just researching your company, your pricing, your competitors, and your existing customers, they are plugging all that information into business models before they ever sit down with you.

If you walk in and deliver the same presentation you always have...without finding out what smart Buyers have already figured out and decided, you (my beautiful salesperson) will be the least informed person in the room.

Don't take my word for it. I've got 3.5 years of research on leading modern first meetings BETTER in my Discovery Call Blueprint course.

It's helpful for teams and leaders alike. Send me a note if you're interested.
PS. I should let you know my mini-course is the whopping price of $27.

You know I love salespeople, and when you equalize the information symmetry in the first meeting, conversations are more genuine and open: aka Curious.
THAT's always my mission.
https://www.thecurioussalesperson.com/dcblueprint

The most important sales meeting you will ever have with a customer isn't the proposal. It’s not even the negotiation. It's your very first meeting.

Average salespeople treat first meetings like a Show and Tell. They over- present. They answer a few questions. They leave promising to send more information....and then wonder why projects don't move forward.

Here is the truth: your Discovery Call sets the tone for everything that follows: how your buyer thinks about your solution, how they value your time, whether they ghost you or call you back, whether they respect your pricing or fight it.

All of it get shaped in that first meeting, and you might be making easily-avoidable mistakes that diminish your power. So Stop.
I can help you SELL BETTER IN 34 minutes. Listen in the car and have a better meeting when you arrive. Watch the videos from a coffee shop and refresh your conversations this afternoon.


Discovery Call Breakthrough → $27
Learn more:
https://www.thecurioussalesperson.com/dcblueprint

Keynote glam activated. 💄✨ You can see how long that lasted!

I'm so grateful that I still get to speak in front of audiences...most of the time I speak about Sales. Sometimes I'm talking about Emotional Intelligence.

This Friday, June 5th, I'm sharing: Age as Insight: 6 Major Generational Differences and How To Work Together...thanks to Mohawk College and
Medical Laboratory Professionals' Association of Ontario

I love what I do — working with leaders to perform at their best.
Whether I'm on stage in front of 500 people or on Zoom talking about emotional intelligence in sales, my energy will always show up.

That's kind of the whole point, isn't it?

If you say you're "in Sales" to someone at a neighbour's backyard BBQ, many people find a way to take their hamburger to another part of the lawn.

"Sales" has a bad reputation, and for good reason. We salespeople don't always do ourselves any favours: overtalking, complicating the simple or simplifying the complicated. It's hard to build trust as a salesperson.
And yet...

First, I would argue most careers require some form of selling. Humans just don't like calling themselves Salespeople.

Second, Being in Sales is a tough, hilarious, stressful, fun...complicated job. We are literally the financial engines of organizations.

Most salespeople genuinely love people, and genuinely want to help.
So here's a Friday morning CHEERS to all my people in some form of Sales out there.
Go find some money and people to help out there, and have fun doing it.

QUICK BUT EFFECTIVE SALES TIP: book the next meeting in the current meeting. My B2B Salesperson, You own the follow-up. Stop chasing prospects. Ensure you never leave your current meeting without booking the exact next date and time of the next meeting. Even if it's a 15-minute phone call to talk about references...book that quick phone call. Saying "I'll call you next week" means you will spend 5 weeks trying to get a hold of that customer or prospect, by which time they don't remember what you talked about, and your sales momentum slips away.

My wonderful salespeople, you need to book the next meeting in the CURRENT meeting. Don't say "I'll call you next week" because you'll chase them for 6 weeks. Just say "Let's chat Tuesday 2:15pm to see if Bernie liked the proposal as well..."
My. name is Jennifer Krueger, a Sales Coach and Leader for 22 years. I'm kinda old and kinda wise, and I love salespeople. Follow me for more great sales tips and information.