The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

Author:Miller, Robert B. & Heiman, Stephen E. & Tuleja, Tad [Miller, Robert B.]
Language: eng
Format: epub
Tags: BUS058000
Publisher: Hachette Book Group
Published: 2008-10-24T21:00:00+00:00

GETTING COACHING

One way of avoiding guesswork—or at least of double-checking your speculations—is to utilize a network of reliable Coaches. Since a good Coach is by definition credible to the other Buying Influences, they may entrust information to this person, both objective and subjective, that they wouldn’t entrust to you. So if someone is difficult to read, a good Coach—or Coaches—might be the key.

Remember, your basic selling goal should be to serve each Buying Influence’s perceived self-interest. Zero in on that self-interest by asking your Coach, “What Results should I be stressing with Dan Farley to show him what’s in this sale for him?”

In Chapter 12 we’ll discuss your Coach in more detail and explain a number of ways in which this critical and unique Buying Influence can help make your management of the Complex Sale more predictable. One of the most important of those ways is in helping you to find out how each of your individual Buying Influences will Win.

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