Synopsis
With the rise of more complex products and services, selling too has become more complex. No longer does the market rely on selling encyclopedias and simple services: the trend is to selling multifaceted, intricate products and services with longer sales cycles and resulting longer term relationships with clients. The problem for those selling more complex products and services is that their actual goal is to have a long term relationship with their clients. However, our traditional model for selling focuses on pinning targets on the backs of potential clients and going for the kill . The object is not to kill our clients but instead to become valuable and essential members of their trusted inner circle. So how do you do that By using some of the key principles from Stop Selling and Do Something Valuable . 1. Know Your Client Warm Knowing your client warm is what will differentiate you from every other salesperson. Knowing your client warm means knowing more than their golf score, or how many sugars they take in their coffee or where their children go to school; it s understanding what drives them in their role and how they are measuring their performance. 2. Forget your message . Share the power. Make it theirs. Forget your message; forget the need to control the room through charisma and razzle-dazzle. Sharing the power means share the power of the meeting with the client give them the chance to dictate what s important to them and to talk about it. Ask them what s important and then put it front and center. Make their needs more important than yours. 3. Create value at every step until you become invaluable. This book asks you to be valuable from the get go. Sometimes salespeople get into diagnosing the problem endlessly before feeling like they can provide answers. Sometimes they get scared and think they might be giving too much away. Sometimes they get stuck trying to have all the answers instead of asking great questions
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Stop Selling & Do Something Valuable
Seller: ThriftBooks-Dallas, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0978454901I4N00