Life Business and Money - Don’t Spill Your Jelly Beans!

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Steven Kay

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6 Weeks To Revenue! Week #2 - Don’t Spill Your Jelly Beans!
By Bertrand McHenry and Dirk Cummins
 
In the sales game, many deals are lost at the very beginning because the seller violated a cardinal rule: Don't spill your jelly beans in the lobby. Meaning, don't be so eager to share your expertise for free. Many sales consultants, eager to please and build credibility, fall into the trap of diagnosing a potential buyer's "what if" problems before they really understand the issues involved.
 
Invariably, this bad start leads to unpaid consulting because your suspect-buyer controls the relationship. Euphemistically, the struggle for control of the relationship is known as the buyer-seller dance.
 

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