Principled Selling by Tovey David;

Author:Tovey, David;
Language: eng
Format: epub
Publisher: Kogan Page, Limited

The three Es:

• Engage – motivate the prospect to answer your questions.

• Explore – use perceptive questioning and active listening to understand and build trust.

• Explain – provide meaningful advice and gain commitment to the way forward.

The E3 model turns the traditional sales approach on its head. Often sellers use so much of the available time to pitch their wares and provide persuasive arguments that they miss the opportunity to really understand the prospect and build trust.

To be most effective, allocate your time in a first meeting like this:

• Engaging about 10 per cent of the meeting.

• Exploring about 60 per cent of the meeting.

• Explaining about 30 per cent of the meeting.

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