Big Ideas

The Importance of  YOU in Selling

  1. You are an essential component of what you sell
  2. Don’t try to hide behind the product
  3. Don’t hide your unique strengths and personality
    • Buyers need sellers who really care about them
  4. Adopt the best practices and Adapt them to fit you
  5. Leverage Your strengths, Values and Quirks

Collaborative Selling

  1. You are not on opposing sides of the table from your prospect
    • You are on the same side of the table – working side-by-side to achieve what you both want
  2. How to do it?
    • Focus on the buyer
    • Make their problems/pains/opportunities the center of your conversation:
      • Their POWN’s
        • Problems
        • Opportunities
        • Wants
        • Needs
  3. Always think WIIFT:
    • What’s In It For THEM?

5 Step Process for Conversations that Sell:

  1. Wait
    • Prepare for specific conversation on paper
    • Focus on Whats in it for Them
  2. Initiate
    • Ask questions to engage
  3. Investigate
    • Uncover POWN’s
    • Listen actively
    • To listen more – prepare for conversations
  4. Facilitate
    • Connect your solutions to their POWN’s
  5. Then Consolidate
    • Close with purpose

Interview Links

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