Buyer, Seller or Consultant? Buyer, Seller or Consultant?

Which are you??Which are you??Which would you rather be?Which would you rather be?

Motivation ~ Behavior/Actions ~ Thought ProcessMotivation ~ Behavior/Actions ~ Thought Process BuyerBuyer

SellerSeller

ConsultantConsultant

Let’s take a closer look:Let’s take a closer look:

Traditional Dynamic of Buyer ~ Seller Traditional Dynamic of Buyer ~ Seller

What’s the Answer???? What’s the Answer????

It’s Simple, but not easy…It’s Simple, but not easy…

All that’s required is change:All that’s required is change:

Change how you act Change how you act

Change how you thinkChange how you think

DEFINE YOUR OWN VALUEDEFINE YOUR OWN VALUE or someone else will do it for you…or someone else will do it for you…

How We Learn How We Learn Tied to emotion or a visual reference Tied to emotion or a visual reference

(Extreme Pain not necessary!)(Extreme Pain not necessary!)

These may pop into your head and/or mind: These may pop into your head and/or mind:

I already do that…I already do that… That won’t work…That won’t work… If you said that to me…If you said that to me… The old chestnut “The old chestnut “My business is different because…”My business is different because…”

Learning from our Learning from our Mistakes ~ PROCESSMistakes ~ PROCESS

Unable to differentiate your valueUnable to differentiate your value Current sales approach/process doesn’t Current sales approach/process doesn’t

effectively communicate your valueeffectively communicate your value Negotiating from weakness / Negotiating from weakness /

Commoditization Commoditization

““When you Lose, don’t lose the lesson”When you Lose, don’t lose the lesson”-Dalai LamaDalai Lama

Can you identify with any of these?Can you identify with any of these?

REAL WORLD ExampleREAL WORLD Example

What is your perceived value?What is your perceived value? What does she do well?What does she do well? How could this voicemail be improved?How could this voicemail be improved?

• Tempo, Tonality, etc.Tempo, Tonality, etc.

BREAKOUT MEETINGS Q3BREAKOUT MEETINGS Q3 Homeless Homeless Girl ScoutGirl Scout Time-Life Operator Time-Life Operator Ambassador of Good WillAmbassador of Good Will ““Used Car Salesman” Used Car Salesman” Physician w/poor bedside mannersPhysician w/poor bedside manners Physician w/great bedside mannersPhysician w/great bedside manners

Which category best describes the PERCEPTION?? Which category best describes the PERCEPTION??

Let’s examine differences…Let’s examine differences…

What’s your preference??What’s your preference?? Disciplined or Dedicated?Disciplined or Dedicated? Persistent or Passionate?Persistent or Passionate?

External Affirmation or Internal Values? External Affirmation or Internal Values?

Overcome Objections or Modify Approach?Overcome Objections or Modify Approach?

The BOTTOM LINEThe BOTTOM LINE: :

Are you FILLING POSITIONS Are you FILLING POSITIONS or FIXING PROBLEMS?or FIXING PROBLEMS?

Do they have YOUR goal in mind, or theirs?Do they have YOUR goal in mind, or theirs?

Sales Power Training Video

“Thinking is the hardest work there is, Which is probably why so few engage in it”

-- Henry Ford