Market-Enabled Sales

Business Consulting and ServicesCalifornia, United States0-1 Employees

I found influence working at a garden center. I knew nothing about plants. I asked shoppers what help they wanted. Then, I gave choices. Shoppers shared how they would feel with a successful choice. Once they were certain, they were ready to buy. A sale is about the customer, not the product. All sales begin with curiosity.

My first professional job was at IBM. Surprisingly, I did not start in sales, but in operations. To IBM, effective sellers had critical attributes for success, which they tested for. Individuals in operations did not. When I decided to move into sales, I got mixed support. Some said, "It's about time", and others implied I would fail. Moving into sales was my leap of faith, and it led to years of success. I did not abandon what I learned at the garden center.

Now I work with founders and leaders whose success depends on inspiring others to change. Motivating prospects to be clients. Good selling is not luck; it is intentional. How?  Leading curiosity-focused conversations and showing sincere concern. Hear what is happening, why change is needed, and their hoped-for outcome. Then decide if you can help. After all, how can we claim to have the answer before we hear and understand their point of view?

When a prospect feels validated and sees a valuable alternative, their mindset changes. 'Let's get started' replaces 'I'm not sure.'

Our better world needs inspiring sellers. Become intentional and accelerate your impact and revenue. 

Email: info@marketenabledsales.com

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