By John Timperley

Use the guidelines and techniques during this consultant to accomplish excessive worth enterprise by way of gaining the dignity and belief of your consumers, supporting them be triumphant, and very listening to what they are asserting.

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Additional resources for Connective Selling: The Secrets of Winning 'Big Ticket' Sales

Sample text

Top performers avoid common pitfalls that lower performers often fall into. They understand that being tenured doesn’t excuse them from seeking new training opportunities, they don’t get compla­ cent or lazy, and they constantly work to keep improving. Top-performing sales professionals accept that change is normal— and that it is a necessity if they want to stay on top. Instead of avoiding change, they actively search for new ways of doing things in order to practice their skills and remain at the forefront of their industry.

In fact, at a time when customers are smarter, savvier, and busier than ever, WEBCH01 09/13/2015 3:41:8 Page 26 26 CRITICAL SELLING trusted advisors are more important than ever before. Regardless of all the changes facing the industry, the importance of achieving the status of trusted advisor has not changed. What has changed is how you go about earning that status. Following the Critical Selling framework discussed in these pages will help you earn the status of trusted advisor. Adopting the skills discussed in these pages will help you create the kind of effective selling relationships that benefit your customers and your organiza­ tion.

They also realize that it can be way too easy to become relaxed, to get too comfortable, or to become regimented in their approach to sales. When that happens, it’s easy to become closeminded to new ideas. When that happens, it’s easy to stop learning new things, to quit working on their craft, to stop practicing. WEBCH02 09/13/2015 3:44:14 Page 32 32 CRITICAL SELLING Resistance and complacency are not at all uncommon among lower performers. Our research has revealed that lower performers— those sales reps who typically find themselves ranked among their colleagues as having the fewest sales, the smallest sales, and infrequent sales—really don’t want to change.

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