What if you order an Irish coffee without asking anything? Why is making assumptions a terrible thing during sales?
In this shorty, Walter talks about the correlation of his Thanksgiving trip to Vegas, Irish coffee, and consultative selling. He said, “Do not order an Irish Coffee without asking a couple of good questions.” Walter emphasizes that consultative selling can help salespersons move and take everything out from their pipeline, including stagnant deals. He will also discuss the importance of not talking about benefits and features and creating urgency for problems.
Highlights
- The Irish Coffee in Vegas – [1:11]
- The pitfall of ordering the coffee without asking anything – [3:20]
- In-sales making assumptions is a bad thing – [4:47]
- Consultative Selling Conversation – [5:47]
- Complex Sales and Consultative Process – [6:47]
- Asking a lot of questions is not enough – [7:40]
- Finding compelling reasons – [8:48]
- Differentiating the self from the offering – [10:47]
- Creating urgency for everything – [11:48]
- Recap of the talk – [13:00]
Episode Resources
- Connect with Walter Crosby
- https://www.linkedin.com/in/walterlcrosby/
- https://helixsalesdevelopment.com/
- https://helixsalesdevelopment.com/podcast/
- [email protected]
