Читать книгу Closing the Sale - Craig Christensen - Страница 20

Our years of research in the field of sales improvement point to one particular mindset top salespeople have mastered as they enter the Closing Zone: They believe that their role is to influence good decisions toward mutually beneficial outcomes—ones that benefit both the client and the salesperson (and the sequencing is critical: clients first, then salespeople).

If your role is to move clients through the Closing Zone by helping them make good decisions, you’ll need to ensure that your intent is congruent with their best interest. Intent is something clients will assign to you, whether you want them to or not.

Your Role in the Closing Zone

Conventional

Wisdom

vs.

Top

Performers

Produce results.

Begin with the intent to help clients succeed.

Hit the number by overcoming objections.

Hit the number by influencing good decision making on the client’s behalf.

Help the client enough to meet your goals.

Be a consultant and trusted advisor to the client.

Your role