Skill + Do
Consultative selling is easier when you have been working with your prospect or client for some time, but you aim to establish yourself in a "consultative" manner on Meeting One.
Consultative selling requires skill and dexterity in a few key areas:
1. Account/company knowledge: understand your prospect’s business and challenges before sitting down for your first meeting. (You can’t possibly know everything, but you won’t be able to establish trust without knowing something.)
2. Probing skills: understand when to ask which questions. Which brings up #3…
3. Execute a needs analysis strategy that moves you quickly toward the right buyer pain points and creates a strategic conversation quickly.
4. Tone: never sound or come off sounding preachy or heavy-handed. Talk, don’t advise.
5. Don’t pitch.
Consultative selling is easier when you have been working with your prospect or client for some time, but your challenge is to present yourself in a "consultative" manner from Day One.
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Tomorrow - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
“Sometimes the most influential thing we can do is listen.” Bob Burg
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