Rotman's Sales Club (Extract 15)
DEVELOP YOUR EMOTIONAL INTELLIGENCE
People don’t know what they want, as a sales person it’s your job to help them figure it out!
So many times when I’m coaching a sales person they ask the same questions over and over. The worst part about that is they don’t show up any different than their competition and that makes it hard for the client to choose them.
The discovery meeting between you and your client is to help your client identify what their problem is and to help them figure out what the best solution is.
YOUR CLIENT DOESN’T KNOW HOW TO FIX THEIR PROBLEM IF THEY DID THEY WOULDN’T NEED YOU.
For you to show up as a strategic partner you must start asking questions your clients don’t have the answers to. That will make them think and that’s when you add value.
You want to ask questions where they say: I don’t know, I’ve never thought about that.
Now you are in their world and are having them expand their knowledge and perspective.
Here’s a snap shot from my workshop with Rotman School of Business where I share how to show up as a strategic partner. Being strategic puts you at partnership level with your client and makes your competition irrelevant.
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