Ron Story discusses the different sales methodologies that exist and which one might work best for your business. Ron outlines three models: transactional, consultative, and the Challenger sale. He talks about the advantages and disadvantages of each approach so that sellers can understand which methodology is right for their customers. He also examines the current trends in selling to determine if a shift is occurring.
Find out which model Ron suggests that is becoming more prevalent as it focuses on demonstrating expertise and leading potential customers to the solution, rather than simply pushing a product. Learn more about maximizing your sales success by understanding and leveraging different methodologies.
If you're struggling to sell your product effectively and are unsure of which sales methodology to use for your business, then this episode is a must-listen as it just might be able to help you sell more effectively.
Episode Highlights
00:28 - One of the simplest ones that everybody's used to is the one that we hate, transactional selling. That's when I'm just telling you, "Hey, you want to buy this? Hey, see this iPhone? It splices. It dices. It does this." That's the guy that we see on the infomercial that we don't want to be. We don't want to be Billy with the squeegee thing. We don't want to be Billy that can scrape the stuff off the frying pan to show it to people. That's more transactional selling. I have to get above it, all my information on you, in order for you to buy something from me right now. I don't care what you think. All I want you to do is to hear what I'm saying. That's transactional selling. Used car dealers, a lot of insurance agents are that way. Does that make sense?
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