Sell Different: Winning Over Your Jury with a Consultative Approach

Recently Lee Salz , author of "Sales Differentiation," and "Sell Different" and several other books, joined me on Sales Made Easy. The conversation was jam-packed with value about selling with today's buyer in mind. Lee fits in perfectly with the Selling With Dignity mindset of sales. Provide incredible value for your prospects and serve them.

Here are several gems from the conversation. Yes these will make money for you when applied in your sales conversations.

1. Unveiling the Power of Unique Selling: Sales differentiation is more than just about the product or service; it extends to your sales process. As Lee Salz stresses, the horizon for differentiation in selling is limitless. With creative thinking, you can unveil unique ways to distinguish your sales process, win over clients, and command the price you desire.
2. Harness Emotion in Consultative Selling: Sales interactions are often lacking in one essential ingredient - emotion. Buyers are humans first, and emotions dominate their decision-making process. According to Salz, addressing the emotional journey of your buyer and attuning yourself to their feelings can create lasting connections and fruitful conversations, much like a heartwarming story enthralls a reader.
3. Consultation- an Enriched Discovery Process: Take your traditional "discovery" phase a notch higher and rebrand it as a "consultation." This method centers on the buyer's growth and wisdom, making it more than just asking questions and qualifying. By treating consultations as a shared journey of wisdom, you can become a trusted advisor through engaging and insightful conversations. This is much more beneficial to the prospect than just sitting through pitches and discovery questions that are almost always one-sided.When the experience benefits the prospect, it should feel less like a business interrogation and more like a cup of coffee conversation ?. Lee urges the importance of active listening, empathy, and genuine interest - nurturing a useful and, dare we say, enjoyable consultation experience.
4. Consultative Selling in Committee Sales: In committee sales, it's not just about convincing many, but convincing each individual. Lee, a fan of the television ??series Law and Order, compares this to a jury in a courtroom - the goal is unanimous buy-in. By tapping into the emotional journey of each committee member, you can create compelling narratives and establish a definitive decision in your favor.

Mastering sales differentiation through a consultative approach requires going beyond merely what you're selling to how you sell it. By integrating emotion, treating discoveries as consultations, and creating pleasant customer experiences, you propel yourself toward becoming a trusted advisor.

If you like endings with a twist, then leaving your buyer wiser ??post-conversation will make your future conversations more likely to take place!

Sales Made Easy with Lee Salz can be found on all of the podcast channels. Make sure if you aren't already, follow Lee. He provides extremely valuable content! Now let's go SELL DIFFERENT!