From the course: Mastering Authentic Influence for Highly Successful Sales

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Building to a positive outcome

Building to a positive outcome

- A lot of people who are in client-facing roles worry about being too salesy, too pushy, too sleazy. With all due respect to people who have used car sales because they're certainly serving that used car salesperson is something that often is, is referred to. This is the role of being able to solve a problem. And at the same time not feel like you're overly invested in the outcome. And the reason is that you really want the best for the client. And that's what you want to have come across. The outcome is of course they're going to buy something or take some action and you're going to help them to arrive there. So the way to do that, spend a great deal of time at the beginning, thoroughly understanding your client. Any solution that you offer has got to be guided by what you know about them and based on what you know about them and customized to what you know about them. So the longer you listen, the longer you ask…

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