Create the Environment to Buy

I’ve seen countless reps search for the perfect thing to say to the perfect person at the perfect time, and miss the whole point.

Consultative selling is about an exchange of ideas, not the reciting of a few well crafted lines.

On today’s podcast episode, I talk about how top performers don’t just sell, they create the environment to buy.

🔎 they start by making sure there is emotional engagement in the process, beginning with the way they prospect

🧐 they’re curious in discovery, making sure their prospects don’t feel as if they’re being run through an interrogation

😌 they get vulnerable enough to allow their prospects to do the same

When you do this right, you no longer need to pitch. You simply make a recommendation.

Your slide decks become simple visual aids, and all the canned garbage becomes a lot more conversational.

This is what professional selling should look like. 

Is it what your process looks like? What could you change?

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