Peady’s Selling Engagement sponsored by IRD Prospector
Happy New Year!! I hope you had a great holiday break and are ready for a fabulous selling year.
So let’s get into it.
What’s a tipping point?
Malcolm Gladwell says it’s “that magical moment when an idea or concept crosses a threshold to cause a large and important change”.
How does that fit into selling?
I believe it’s when you are about to complete the sales process and reach “that magical moment” that Gladwell refers to when you and the client both know that you are aligned and can move forward for all the right reasons.
The right reasons?
Closing is not an event, rather it’s an ongoing process which begins the first time you make contact with a potential customer, the first time.
By doing this you can focus on the right reasons.
By:
- Acting consultatively
- Qualifying for fit
- Asking great questions
- Listening carefully to the answers
- Finding mutually beneficial opportunities that are real
- Working on outcomes to address these opportunities
- Creating and demonstrating valuable partnership solutions
The right reasons.
More than 99 percent?
Jeffrey Gitomer says: “Most people buy what they PERCEIVE is best for themselves. They look at value, quality, suitability, comfort, salesperson relationship; in other words, the FIT”.
He then says that “99% (and I may be a bit low on that number) of sales people are trying to figure out some manipulative way of closing or asking for the sale”.
Back to the tipping point
Consider how powerful it would be if you could regularly find the tipping point when your customers and clients buy for the right reason and not being sold to manipulatively. What difference would that make to your career?
Try it.
Until next week good selling.
About the author
Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]
