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”
What’s it to me? Everything! If you can’t articulate why your product or service is important to me, you’ll likely not win me as a customer. Very often sales associates try to differentiate themselves by becoming subject matter experts. They then overwhelm potential clients with a litany of facts and product features with no regard for what’s actually important to the customer. In other words, what is the benefit to the customer?
luxsell.me 