Our Approach 2019-06-04T14:52:58+00:00
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Our Approach

Our Approach

Change the Conversation

It’s easy to compete for business when the prospect has already decided to make a change before you show up. They’ve already done the critical thinking without you. But what about all those prospects that should make a change, but are unsure about it? How will your sales approach help them through their change struggle?

Our approach works because it focuses on the core factors of change. There’s no time wasted on the surface cosmetics of rapport or the insecure pursuit of validating yourself or services. We teach a mindset and conversation process that will help you help your prospects take ownership of change.

As with any level of performance, there is always a question of how far you are willing to go. Here are some of the differences between amateur, professional, and elite sales performance.

Listening

Amateurs listen for whatever will help them get to the next step or advance the sale.

Professionals listen for what they want to hear. That includes everything that opens a path to sharing their ideas and expertise, so they can position themselves as a viable option if the prospect decides to change.

Elites listen for what they need to hear. They do this to help the prospect objectively evaluate whether or not spending effort solving the problem is worth it.

Value

Amateurs bring value that comes from the promise of cost savings, technology, and resources.

Professionals work to create value through positioning experience and promising expertise.

Elites understand that value means helping prospects think through and debate the uncertainty and risk of change before delivering their ideas and expertise.

Questioning

Amateurs only ask questions they already know the answers to, and ones that help solidify sales next steps.

Professionals ask questions that focus on isolating a problem so they can position their expertise as a solution.

Elites ask questions they don’t know the answers to. Ones that help the prospect reflect and debate the opportunity to make a change. They know this must happen before sharing their expertise.

Commitment

Amateurs will learn when and if it’s convenient, as long as it doesn’t require too much thinking and discomfort.

Professionals are interested in getting better and may invest in improvement opportunities (workshops/ seminars), but won’t risk their current performance standard to apply new strategies.

Elites understand that the process of improvement is an ongoing journey of learning, practice, and application. They are proactive and committed to continual evolution. For them, the biggest risk is not evolving.

Results

Amateurs pursue the gratification of outcomes such as, “They loved us,” and “They agreed to another meeting.” However, they’re blind to the ensuing decision struggle the prospect will go through to debate change.

Professionals define success by how well they can articulate and position the promise of their expertise and experience. They do this with no knowledge of the prospect’s willingness to listen, or of the conflict and tension, the prospect is experiencing because of a potential change.

Elites know that success comes from listening to a prospect’s change debate. They know how to help the prospect discover the truth and create objective clarity about their change decision.

If you’re ready to let your prospects struggle—and feel the positive tension that comes with improvement, evolution, and change—maybe it’s time to talk.

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Are your conversations creating a sales or consultative experience for your prospects?

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Lets Talk

Our role is to help you decide “how” and “if” you’re ready for that next level of performance. We won’t make that decision for you.

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If you are looking to shake free from the sales paralysis that you compete with and in every day, sign up for content that will help you along the way.

sales training program conversation bubble icon

Lets Talk

Our role is to help you decide “how” and “if” you’re ready for that next level of performance. We won’t make that decision for you.

Contact Us

Sign up for our E-Newsletter

If you are looking to shake free from the sales paralysis that you compete with and in every day, sign up for content that will help you along the way.