In my recent blog post “Ditch the Pitch,” I talked about eliminating the prescribed sales script in favor of critical thinking. Not every sales situation can be addressed with a script. Sales associates who can think quickly on their feet will be able to handle unexpected obstacles with grace and elegance, solve problems quickly, and provide a richer customer experience.
With that in mind, I just finished reading an HBR blog post by Joe Panepinto where he says:
Too many companies are still trying to create thick manuals that lay out every possible scenario and a corresponding brand-appropriate response — an “if they do this, you do that” kind of approach. Very reactive.
Continue reading “Flip Your Approach to Selling by Thinking About the Outcome First”
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