Thinking like a strategist when selling to corporate deals will get you to the closing table. The order-taking days are gone! Donald chats today with Douglas Cole who is a sales leader at LinkedIn, an advisor with start-up accelerators in North America, and a part-time university lecturer at The Rotman School of Management and The Schulich Executive Education Centre in Toronto. Author of The Sales MBA.
Dominant Themes in the Sales Process
- Sales Strategist – the company’s competitive position and its market-facing position.
- Change Agent – the organizational dynamics, happening within the company, at any given time.
- Decision Architect – interpersonal (human psychology) and how that affects your interactions with that prospect.
- Precise understanding of where this company competes and how do they win.
- Being able to make the connection between your product and how it benefits your prospect.
- Research is critical to be able to have these conversations.
- Being able to find the catalyst to create transformation.
- Where is the energy in this organization?
- How can you feed the energy with your product or service?
- Behavioral economics plays a large part in closing the sale.
- Limited by the attention of the buyer.
- Obtain the commitment of the buyer.
- Motivate the buyer to act or move forward with your product.
- Use of influence levers (scarcity, social proof, etc.)
Change your mindset:
- How do you per sieve yourself?
- Are you likable, are you trustworthy?
- Think of yourself as a Sales Strategist, Change Agent, and Decision Architect.
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