From the course: Solution Sales
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Have a conversation
- In 470 BC, Socrates developed the idea that inquiry and discussion between people was a powerful way to stimulate thinking about new ideas. And that's exactly what you want to do. Stimulate thinking about new ideas, concepts and of course solutions. If you do it right selling is a true back and forth conversation and exploration of how a buyer and seller can benefit each other. Now, before I get too far into the Socratic method, let's debunk two sales myths. The first is that pitching is conversation. If you've been in sales for five minutes you've probably learned some kind of sales pitch, but pitching is telling or talking at someone about all the reasons they should buy from you, your product, your services, or your ideas and it's become the norm in selling. Remember, the solution sales process is about addressing your customer's goals and objectives, not your sales goals and objectives. Ultimately, pitching is a poor…
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