You’ll never sell alone again
Role play Videos
Video 1
Gladys has an apoplexy.
Jim is over the moon about his new ‘Prospect’. Gladys asks a few questions and realises that Jim is out of his depth. He appears not to understand the basics of a B2B engagement. Jim’s hopes are deflated.
Video 2
Jim receives a lesson
Gladys’ questions are educational. Jim learns to use his mouth and ears in the same proportion than he was born with. His bravado diminishes by the minute. Jim starts to grasp the difference between an impression and an impact and the importance of focusing on the Gap.
Video 3
The dawning realisation
Jim realises that his approach is anything but professional and that he never considered the Buying Cycle. He also realises that he has not gained the confidence of the Client and that he has not qualified the Opportunity. He also realises that he is out of his depth.
Jim is beginning to understand the difference between cause and symptoms. And that he should use the Discovery Phase of the engagement to search for the hidden Value and negotiate access up and down the Client’s chain of command. Jim’s awareness is sharpened – differentiation is not about features, functions and advantages.
Video 4
Sam dispels some myths
Sam explains the true meaning of a benefit. Jim realises he is not armed with the right questions and is therefore not able to uncover the Client’s REAL need. He is beginning to understand the value of purposeful rapport in a B2B situation and the essential need to focus on the Client’s desired Outcome.
It’s all about the Client’s perception of the seller’s intent. Closers take control of both the Sales and Buying Cycles. Power is a function of the Client’s perception and acknowledgement of the seller’s Value, allaying Client concerns. This eases the transfer of control to the seller. Read Jim Holden for a detailed explanation.
Video 5
Sam crucifies the Art of Selling
Jim becomes well instructed on establishing his status in the relationship, the necessity for a Definition of Requirements and how to avoid objections. He also learns to avoid snake-oil sales techniques and early requests for proposals. In short, he realises that he should adopt a consultative approach in his engagements.
You’ll never sell alone again
Video 6
Jim becomes a reborn professional
The value of purposeful T-Charts becomes clear to Jim. Sam introduces him to the 4 x 4 Matrix and the supporting Qualifying Questions. Jim also realises that the Science of Selling requires a more disciplined approach than he previously practised.