“You should be in sales. You have the gift of gab.” How insulting is that?
Translation: “You should be in sales. You are full of crap.”
Sales today has very little to do with “selling.” Sorry old-time sales trainers. I said it and I am sticking with it.
Glib conversations; pitching; bragging rights; winging it; closing skills; overcoming objections; up-selling. I think I am going to be sick.
If this describes you, then I want you to pour yourself a strong cup of coffee … find yourself a comfortable chair … and listen up. The above traits represent the “kiss-of-death.”
It is time for a new model
| Traditional | Today | |
| Priority | Getting the order | Making a difference |
| Focus | Opportunity fulfillment | Demand generation |
| Responsibility | Communicating value | Creating value |
| Differentiator | Product, service. Or solution | Knowledge, expertise of seller |
Priority: How can I make a difference in my prospect’s business?
Focus: What needs attention that my competitors are not smart enough to see?
Responsibility: How can you create value in every customer interaction? What useful information can you share? How can I position myself so that prospects “want” to meet with me?
Differentiator: You are the difference. How can you continue to make yourself “different?”
Let’s understand something. Everything you have in the form of bells and whistles, your competition has, or can buy. You remain the true differentiator. You must be a consultant who has valuable ideas worth listening to.
As soon as you “target” a new corporate client, begin asking yourself these questions:
- What are they doing now – travel management wise?
- What potential problems are the facing?
- What do I have in my bag of tricks to impact their business?
- What do I know about their business?
- How are their problems similar to other client’s of mine?
- What might they have tried already?
- What strategies are currently being used?
Talk to your prospects like peers.
Your Expertise + Your Offering = Business Improvement
Your #1 Goal: Set Up an Appointment.