Twenty years from now, people will look back and say: “In the 2020s, the majority of salespeople were still solution sellers’. If you are still selling like discovering customers’ needs and selling them “solutions” then this is a great podcast for you. Customers expect a different experience when in a sales conversation and you need to understand what and why.

Your influencing starts when you meet with stakeholders, but most of the work is often done without you. How does that work?

One essential skill that overcomes typical sales hurdles, like price-driven conversations, frustrations about extended sales cycles and opportunities that seem to stall forever,  is learning how to drive consensus effectively. A skill often overlooked and misunderstood.

When asking customers about their needs, nowadays they wouldn't know what to answer. Asking more and more questions doesn't help.  But customers do know what they want:  They would like to know what can help them improve their current state.

In the new way of selling your objective is to let the stakeholder discover something about themselves instead of you discovering customer needs. Your new job is to enable the buyer discovery. It's like shining a light into the cave of vulnerability.

In the new way of selling, how do you get the customer to talk and open up about their business and challenges? Turn on the Power of Reciprocity.

The missing link between insightful conversations and closing a meeting is Enabling Your Change Champion. Learn how to Spice Up Your meetings.