COMMENTS
Great post. We cited you on <A HREF='www.salesbrief.com' REL='nofollow'>Salesbrief for it. In BNI, a business networking group, they say, 'God gave gave you two ears and one mouth...use them accordingly.'
Dave you have hit the nail on the head. This is the rusty nail that has resulted in so many failed salespeople in our highly conceptual and consultative selling process before discovering your sales assessment.Where else, in your Express Screen Assessment, should we be looking for details around this critical ability?
After lunch, I reread this post. And thought about it in the context of our conversation.
First off, you were a very responsive and consultative prospective buyer, asking poignant questions in the interest of genuinely learning what value I can provide. So, the conversation was easy. (Although it was a bit intimidating selling the master of selling.)
But my point: Often when selling something like my service: I am not solving a pain, but making an opportunity or goal more attainable.
In your post, there is an issue that the salesperson (or presumably her product or service) can solve. But, in the process of selling a new service (and one that can be disruptive), the salesperson is selling an idea, or a goal, or the seller and buyer are embarking on a process of creating a future scenario together.
I think selling that (although maybe not many people are receptive to buying a goal - as you are) may start the relationship in the direction of growth where the seller can help the buyer grow their business, as opposed to solving a 'problem' that will bring the ship back upright.
Thoughts?
Peter,
Two thoughts rather than one; First, you would have been solving a problem had you asked the right questions, like, 'what is the single biggest challenge facing your resellers when it comes time to hosting an event in their city?' You may have heard me say, 'getting the room filled.' Then you would have had a problem to explore.
Second, you may have begun a relationship but, unless I missed something, you didn't sell me anything, although you could have if you went down the right road.
Hope that helps.
Dave
Laurie,
This newly discovered trait, by itself, won't make a salesperson successful. I'm sure there are many with this skill who are struggling because of the weaknesses they possess. However, for the salespeople unhindered by their weaknesses, if they have this ability too, they are the superstars. Over the coming months I will develop and test questions to uncover this rare ability so that some day we may report on this finding too.
Dave