I love reading things that both solidify YET shift my thinking. For years I’ve worked with organizations on creating “sales process” by figuring out where they need to insert sales activity into how their customer buy.
Elite Sales Strategies shifts that a bit, adding in that sales activity MUST help buyers overcome challenges that keep them from changing “even when the change is necessary” (to quote Anthony).
The chapter talks about the challenges of:
- uncertainty
- limited understanding
- misalignment
- lack of consensus
- limited emotional energy
- limited time
- position and blame
Decisions require – brainpower, time, and money is one of my mantras.
- brainpower to think about the change.
- time to implement it.
- money to spend in making it happen.
Chances are your prospects and customers aren’t flipping a coin on what to do – yet the decision between doing something vs. nothing sometimes feels (to us the salesperson) like that is the way their choosing.
Chapter 6 really dives into how sales conversations – when well done – meet people where they are AND include what they need to move forward toward solving their challenges.