aspirational selling

When selling, to only look at what problems the buyer or prospect has is only really looking at half of the equation. If you, like me, have been taught the consultive approach, you look for the pain and try to fix it.

Now if you also included where the prospect/buyer wanted to go you would be forward looking and perhaps increase the sale or the likelihood of success.

So ask questions like:
so what do you want to accomplish in the next year?
What stretch goals have been set?
What would need to happen to make those goals happen?

You still need to uncover the pain and try and fix it, but having the buyer also looking bigger picture will make sure you are uncovering all the opportunity.

Write it Down

Yep, if you want to be a great seller, you have to write it down. You need to write down your 5 year goal, your 1 month goal, and your goal for today. You have to write down your goals for the day and your plan on how you will accomplish your goals. You do not need an amazing tracking program, you can use a piece of paper and a pencil or crayon if needed. Do not let anything get in the way of writing it down.

If you want to see all the reasons why you should write it down, start reading books and blogs dedicated to sellers. If they wrote a book they tell you why. Here,I dont have time to waste on tell you why, just do it.