Salespeople Must Stop Snorkeling and Start Scuba Diving

Posted by Dave Kurlan on Wed, May 15, 2013 @ 09:05 AM

We talk a lot about the importance of using a consultative approach instead of a transactional approach to better differentiate and sell value instead of price.  When we explain consultative selling, we usually emphasize the importance of listening and questioning.  When we further explain effective listening and questioning, it becomes much more difficult to describe in a paragraph or in the absence of a demonstration or role-play.

Until today.

Snorkeling, or moving along the surface of the ocean, is akin to poor questioning, moving from fish to fish or question to question, never finding anything of significance and only seeing that which is near the surface.

Scuba diving, or doing a deep dive, is akin to good, tough, timely questions that lead to the buried treasure of selling - a prospect's compelling reason to buy from you.  When you scuba dive, you explore a single site, but when you snorkel you go sight-seeing and continue traveling without really stopping to explore.

Dive in, continue your dive, and don't stop the dive until you find the treasure.

I'll be giving the keynote at an Executive Luncheon in Boston on Wednesday May 21 at the Westin Copley Hotel.  My topic is Changing Trends in Sales and How They Will Impact Your Revenue.  If you live in New England or will be visting next week and would like to attend, send me an email and I'll send you a discount code so that you can attend as my guest.

Topics: Dave Kurlan, Consultative Selling, sales management, Sales Coaching, sales tips

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Dave Kurlan's Blog has earned a medal for the Top Sales & Marketing Blog award three years running and this year this article earned Gold. Read more about Dave.

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