Having had a baby 7 months ago and subsequently having forgotten how to do any aspect of any role I've ever done in CANDDi - I'm asking my colleagues if I can shadow them on some of their calls hoping that I'll absorb some of their skills...and having just sat in on Lisa from Sales do a demo I wish i'd done this earlier! 

Here is what I've learnt, and here is why she's SO GOOD at her job - 

1) Lisa takes it slow...

Once she and the prospect are done with the introductions, Lisa slows the pace right down. She asks relevant questions and listens...it's so interesting, the prospect will answer with one or two words, but because Lisa doesn't jump in to respond, the prospect carries on talking. And because she's not rushing, it doesn't sound like it's a sales pitch - it sounds like it's just a chat and she's building trust. It's brilliant. 

2) Lisa kicks back...

For the majority of the demo, Lisa was leaning back in her chair with her legs up. It's common for sales people to want to stand whilst selling - I definitely enjoy doing this, but I think when you're stressed or putting pressure on yourself (which I am doing at the moment) sitting back really helps you talk in a more relaxed way. Where's my foot hammock?

3) Lisa lets the prospect do the asking...

Once Lisa had gone through the demo, and answered all the prospect's questions, she didn't jump into the pricing...this is such a predictable thing to do but because she was focussing on the value and return that CANDDi could offer she didn't need to mention pricing because the prospect was already buying in to what she was saying. Once the prospect was ready to ask about the price, he did - and what bigger buying signal is that?

Definitely glad I listening to Lisa's demo - now best pick up the phone and book some too... :)