Hello Marcus,
I like your "leadership" spin.
Your other post inspired me to look up "take-away selling". Powerful stuff.
Now about the salesperson giving the leadership role to the client...Hmmm
How do you lead the client from where he is to where he needs to be?
For instance, you have a client who says he needs Solution 401. But from your experience and analysis, you KNOW he needs to start with the rudimentary and less sexy Solution 101.
And the client is the one with the money. He more or less pays our bills.
How do we lead him to humble himself to start with the basics?
Quote:
Originally Posted by SecretAgentMan
That was great! I really enjoyed reading that. It's Marcus, I sent you an email recently.
And that idea ties in directly with an idea I've been playing with recently about the terms "takeaway selling" and "control" and how I had decided to articulate it in a new way, which is "leadership".
The really "chaffy" stuff (as opposed to "wheaty" stuff) is when a salesperson gives the leadership role to their client. That's when nobody knows where things are headed because they came to you for an answer and you are looking to them to lead!
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