Navigate 2.0: Selling the Way People Like to Buy by Dustin Hillis & Steve Reiner

Author:Dustin Hillis & Steve Reiner [Hillis, Dustin]
Language: eng
Format: azw3
Publisher: Southwestern Consulting
Published: 2016-11-14T05:00:00+00:00

At-a-Glance: Adapt Your Approach to Fighters

Do:

Give value statements quickly

Be clear and specific about the reason you are calling on them

Challenge them in a positive way

Answer their “what” questions

Don’t:

Begin with pleasantries or try to build rapport

Beat around the bush

Key Phrases:

“The reason I’m calling is . . .”

“How this concerns you is . . .”

APPROACH ENTERTAINERS

Because Entertainers are people oriented, a great technique to use with them during the approach is to tell a short personal story about someone you both know. For example, when you meet Emily the Entertainer, you might say something like, “Hi! How are you doing today? I was just speaking with Jane, and I have heard nothing but great things about you. Jane is awesome, isn’t she? The other day I was with her and the funniest thing happened . . . [personal story involving Jane].”

With Entertainers, pleasantries and building rapport are always welcome. The more you encourage a warm, enthusiastic conversation, the better. Here are some examples of the right and wrong ways to approach an Entertainer as a Navigator.

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