Sales Managers: The Goal of Every Encounter Is Open-Field Selling |
I could spend a lifetime correcting the mistakes other consultants offer as prized selling tips.
In the class I conduct at UCLA Extension, "Building Your Consulting & Coaching Business," I do some of that, but there are so many errors and so little time.
But a few misperceptions I just cannot let pass without comment.
I happened upon one today as I was reading a self-appointed sales guru's article.
He said that at the first meeting with a prospect your goal SHOULDN'T be to get an order, to make a sale. That first chat is merely, "exploratory."
This gent would be the kind of surgeon who doesn't want to cure disease, he just wants to do exploratory surgeries to see what's wrong and then to make recommendations.
Great, leave the healing to another doctor, for a later date, if the patient survives that long!
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