“The more you behave like a commodity, the more you’ll be treated like one.”
~ Anthony Iannarino (pg 74 Elite Sales Strategies)
How do you feel in your gut when you hear (or read) that if 3 different salespeople hold the same sounding meeting, ask the same questions, in the same way in their sales calls to a prospect… you’re NOT memorable?
Now what would you think of completely changing how you think about discovery sales calls?
Anthony Iannarion has this outline:
- Executive Briefing
- Exploration of Change
- The Pivot
- Rapport Building
and in THAT order.
My first thought was “how can I do an executive briefing with a prospect? – I don’t know as much about their business as they do.”
Yet this chapter talks a lot about the things YOU know as a skilled salesperson – that your prospect may be missing: with 18 things you can help your clients discover AND how you can help them do it.
Add to this what you know from your experience with other clients and you’ve got yourself BOTH the executive briefing and exploration of if their ready to change.