Avoid Sales Obstacles with a Mutual Agenda

When you demonstrate that your goal for the conversation is to truly understand their needs, they understand why you are asking questions, and are glad to answer them.

The context controls the outcome.

A Mutual Agenda results in a better conversation for both parties, because:

• In any given sales interaction, left to chance, the probability that the buyer’s goals and the seller’s goals are the same, is small.
• Mis-set expectations and hidden agendas lead to conflict.
• Both parties start with the same goals in mind.
• A Mutual Agenda sets a context of mutual respect.
• The agreement optimizes time utilization for both parties.
• A proper Mutual Agenda reduces the buyer’s fear of conflict and provides a context of trust necessary for proper diagnosis.
• It allows the seller to lead a diagnostic process, with the buyer’s consent, that will improve the ultimate outcome.
• The Mutual Agenda replaces the default decision, which is to decide?not?to decide, which is sub-optimum.

A Mutual Agenda allows a salesperson to avoid many roadblocks and have a conversation that is productive for both parties.?Download this guide today in the?Coaching Toolbox.

Steve Kraner is NOT a natural salesman. He describes himself as an engineer who crossed over to the dark side. A military officer by training, Steve found himself leading a sales team as a start-up. He had to sell to survive.

This sales tip originally appeared on?The Software Sales Guru's website.