Selling Skills

Since the entire buying process is now owned by a more informed and connected consumer, our sales careers are moving away from the old-fashioned sales pitch. Instead, we must guide our clients, interacting and adding value to the buying conversation.

Better Conversations, By Design™, our newest sales training program, solves that problem. You'll have all the tools to have engaging, productive sales calls.

Coming soon.

What’s Working?

Early on, ask your clients, "what's working?" These resources are grounds for optimism. Once you gather what's working, you can then help your clients envision how much better success they'll have with your solutions!

Try scaling too: "On a scale of 1 to 10, with 1 being the worst and 10 being the ideal, where would you put things today?" And then follow up with a small step, i.e. "What's one small thing we could work on today to get you 1 point further up the scale?"

Doing either of these builds immense trust. And we all want more of that with our clients!

The Magic Question

Most sales professionals ask great questions, however, there's one that you can ask early on that will do more good for you than any others.

Simply ask, "What do you want?"

In most cases, clients will answer with what they don't want! However, if you acknowledge and press on, you'll often find what they truly desire. Then, simply tailor your solution to fill this need.