SELLING AS A SYNERGY OF DUAL STRATEGIES

In the last post I mentioned that to sell effectively you need to know your client’s buying strategy. Without the person’s buying strategy, how can you identify and use the right selling strategy? It is these dual strategies— how the person buys and how you sell to them — that go together. And when they are unified with the coaching skills and other frames, they generate for you a synergy of effective selling. Interested?

The most obvious thing that this means is that you cannot effectively sell anything if you do not know the way a person buys. This is so obvious that it hardly needs stating and yet it is so commonly and universally ignored that it needs to be stated over and over and over.