Daily Quote |
Skill
The buyer starts the meeting by saying, "You go first and show me what ya got, and I'll tell you if we have anything to discuss."
Don't ya just love that?
Don't let that buyer shake ya…stand tall. It's mostly an ego move.
Proceed to your consultative playbook:
1. Ask a strategic open-ended question.
2. Listen intently.
3. Qualify.
4. Present a slice of your value prop customized for that customer and topic.
5. Re-qualify.
6. Rinse/repeat.
Do
Jump into a conference room for some lunch practice with a partner! (Fine…Zoom with your BFF.)
After choking down your salami sandwich, direct your role-playing partner to shoot the above line at you: "You go first and tell me what you got…".
Practice delivering a crisp, clean response that summarizes your VP, then hit the consultative selling button and activate the blueprint above.
Don't worry about your shot at selling – or thinking about when to pitch – keep the conversation going. You'll know when to incrementally insert your value prop into the discussion.
Oomph
This clip from the series White Collar is way far away from consultative selling; it shows the other side of the coin: aspirational selling.
It also offers a great message about customer profiling: don't!
You'll rocket upwards when you expertly combine solution-selling and dream-selling!
This clip from the series White Collar is way far away from consultative selling; it shows the other side of the coin: aspirational selling.
It also offers a great message about customer profiling: don't!
You'll rocket upwards when you expertly combine solution-selling and dream-selling!
Subscribe Today
Energize your morning routine with MySalesDay.
- Free to subscribe—cancel anytime.
- One unique selling tip, five mornings a week.
- Mindfulness reminder each Saturday.
