Learn to Sell With Situtional Sales Techniques

Michael Mullins

May 24, 2022

Michael Mullins


Michael Mullins pointed out that if you want to learn to sell with situational fluency, the following tips are for you: Listen more than you talk to your prospects, find a fit between your product offering and their situation, and develop an individual sales guide. Using these tips will help you to improve your sales skills in no time! Read on to learn more about situational sales. And, remember, no one’s a natural at selling.

Situational fluency

The Collaborative Sale by Keith Eades and Tim Sullivan describes situational fluency for selling as the ability to communicate and collaborate with buyers on specific situations. A seller with situational fluency can show off his or her skills, knowledge, and attitude to buyers. While this idea is not new, it is becoming more important than ever. It’s a skill that sellers must develop in order to win over buyers.

An example of Situational Fluency is making a software demo to a prospect with the wrong use case. When using Situational Fluency to match people with sales opportunities, revenue leaders can use the method to better match individual contributors with specific accounts, verticals, and deals. The result is increased sales effectiveness. While Situational Fluency cannot be applied to every interaction, it can be very helpful for demonstrating a high degree of fluency and ensuring that the sales team has the best possible reps.

Listening more than you talk to prospects by Michael Mullins

When selling with situational sales techniques, listening to your prospects is essential. People will automatically trust you if you can describe their needs and problems in an open and honest way. If you are able to make your prospect’s problems and pain points concrete, they will be entranced by your skills. Most people don’t bother to listen and are merely quick to respond. But when you listen actively, you’ll gain the prospect’s trust and become an expert on the problem they’re trying to solve.

According to Michael Mullins, if you’re not good at listening, you’ll likely have trouble making a sale. But if you can master active listening, you’ll have an edge over your competition. Active listening means paying attention to the words your prospect uses. It also involves observing the body language and facial expressions of your prospect. This type of listening builds trust and commitment in your prospect. Moreover, active listening requires that you don’t multi-task while talking to your prospect. You must engage in a real conversation and leave your script behind.

Finding a fit between your product offering and the buyer’s situation by Michael Mullins

In Michael Mullins’s opinion, finding a fit between your product offering and a buyer’s situation is an essential component of PreSales, and every smart company strives to be the neighborhood favorite. As with any other process, finding a fit between a product and market is not a one-time process. It requires continual improvement and must align with changing attitudes and needs in the market. However, there are some key steps you can follow to make the process go more smoothly.

The first step in finding a fit between a product and a market is determining a good market for the product. A basic formula for finding Product/Market Fit is to first develop a hypothesis. The best way to test this hypothesis is through the use of a prototype. This prototype, often called a “Minimum Viable Product,” will help you identify unmet customer needs and create a value proposition.