You’re almost there! You’ve been through all the pitch points, you’ve nailed “em, and you’re on the verge of closing the deal when suddenly your vision clouds over, and when the fog lifts you see yourself from your customer’s perspective. And you’re not quite the smooth operator you imagined yourself to be. Instead you’re clad in an eye-jarring plaid outfit. You’re rockin’ a wicked comb-over or a pair of pumps from ten seasons ago. And just like that, you’re certain that the customer is seeing you as the living embodiment of every pushy, cheesy, smarmy cliche that ever walked out of the trailer office of a used car lot.
We’ve all been there. But the real news is that if you think your customer is seeing you that way it’s because you see yourself that way.
Stay calm. There is cause for hope. Because the truth is, selling is not a federal offense. It’s not bad to ask for a customer’s business. The fact is, that when you sell honestly and directly, you’re not taking something from someone you’re participating in an exchange.
Alan Cohen’s COLLABORATIVE SELLING WORKSHOP will help you see sales in precisely that way.
The best sales people love what they do. And they encourage customers to join them in the experience and to come along for the ride.
This workshop will help you overcome the tendency to view sales as an oppositional encounter. You’ll see why you don’t need to assume that customers think you’re beneath them. Instead, you’ll learn to understand the buying motives of a prospect.
You’ll learn how to discern their real needs even ones they’re not aware of.
You’ll discover ways to match what you’re selling to what the prospect is looking for.
You’ll come to view every sales opportunity as a chance to collaborate with a customer, to mutually meet a need or solve a problem, and improve both of your situations.
And you’ll understand how to guide customers into seeing sales the same way.
COLLABORATIVE SELLING will get you off of the used car lot, out of the plaid getup, and into the plus column.