Category Archives: strategic advisor
In my previous post, Confessions of an Old-school Sales Professional, I discussed several different selling styles — charismatic, technical, aggressor, and consultative — which may be known by a variety of names.
Many sales professionals find themselves stuck in a particular style of selling. I was one more at home with a charismatic approach and, sometimes, a technical approach. I had my share of successes, but I also saw a number of opportunities vanish just when I thought they should be closing. I began to see the limitations of my narrow go-to selling styles, and I wondered how much more growth I could experience by expanding the tools to my skills toolkit. Moving beyond my comfort zone took some doing, so I thought I would share some tips in this post.
The first step to shift your selling style is awareness. You need to become clear on where you tend to live in terms of approach by identifying your default style. Do you focus more on relationships? On technical knowledge? On pushing clients to consider new ideas? Assess where you are and how well your current approach works for you. Think about your successes, and why they have worked. Remember the deals that you couldn’t close, and be honest about the reasons of why they slipped away.
Then, do a gap analysis. What might you have done differently that could have changed the outcome of that opportunity? What different skills » Continue Reading.