Category Archives: relating

November 17th, 2015

What Sinatra Teaches Us about Consultative Selling

Frank-sinatra-consultative-selling

What Sinatra Teaches Us about Consultative Selling

It’s been 100 years since Frank Sinatra was born, on December 12, 2015. Even though he’s been gone since 1998, he remains an icon, with a growing following. His classic sound and signature style have earned such accolades as “a voice for all generations” with “unmatched showmanship and artistry.”

Why is Frank Sinatra relevant in a blog post about consultative selling? Because he stands the test of time, as does the consultative selling framework for structuring sales calls and client meetings. In today’s socially networked world, where trending topics tend to capture the most attention, Sinatra’s legacy refutes the idea that the latest, shiniest tools are always better than the tried and true.

When it comes to successful selling over the long term, we can all take a few lessons from Sinatra:

Ol’ Blue Eyes

Sinatra had a vision for what worked with an audience. He connected with people. He used all of the skills at his disposal: poise, style, phrasing, and tempo. He “killed” in concert, causing women to swoon and scream. Such engagement wasn’t by accident but, it was by drawing on his strengths and matching them to audience needs and desires.

Consultative selling also focuses on engaging the audience, in this case, prospects and clients. But, it’s more than relationship building. A true consultative approach makes the transition from product-based selling to needs-based. A consultative sales professional » Continue Reading.

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