• What would you need to know or believe differently to be willing to approach the buyer’s buying decision process as a neutral guide, rather than as a sales person?

• Explain what you understand the differences to be between selling and supporting a buyer’s buying decision.

• How would this shift your belief about your job?

• What would you need to reconsider about your current skill set to know when it was time to add new skills?

• To delete current skills?

• What skills would you need to help you separate out the jobs of navigating a decision and selling a product?

• If your job isn’t to sell a product or a solution, who would you be? What would need to shift?

Homework Assignment - Week 2 (Partial)

Begin to notice how you approach your client conversations. Notice several interactions that exhibit the aspects of control that you use to get the person to:
1. want to speak with you;
2. be willing to tell you what you want to hear – data about their company, their problem, their need;
3. be willing to listen to you while you share info that you believe they need to understand about you and your company to have them think you’re professional;
4. agree to speak with you again.

How do you begin each call?
How do you get into rapport?
How do you pose your questions?
How do you listen – just to those bits of the conversation that will tie you and your product into a potential need?
How do you end each call?
How similar/different are the responses you get?