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A word from one of Lifepath's Luminaries and Trainers - Michael Oliver. Every Wednesday night - Building Strong, Successful Entrepreneurs.
An interesting comment was made by a participant on one of my coaching/training calls when he was summing up the secret to success.
He said that it’s important to “portray yourself as the expert in the solutions you have to offer”.
The question is – is it important?
Many years ago when I was selling aftermarket automobile software to different companies throughout the world, two things I didn’t have was;
The technical knowledge of how the software worked (only very rudimentary knowledge)
And how a car engine worked!
Now, many might consider this lack of knowledge a drawback. It wasn’t... because I took the expert with me! He had the technical skills, while I had the people and counselor selling skills.
So my job was to facilitate, guide and qualify the dialogue between ourselves and our prospective customers. My first job however, before we presented anything was to discover, listen for and talk about;
What they had
What they wanted (if anything)
The level of importance, or their desire, to do something about it
If a technical question came up, I deferred to my expert and then took the reigns back when it was appropriate. In terms of team selling it proved to be very powerful.
You can do the same thing!
If you think you have to be the person with all the answers (the expert) - you don’t! If you do, you’ll spend a lot of unnecessary time learning details and answering questions. More time doing this means less time connecting with new people.
So instead here are two easy things you can do;
1. Use Your Sales Aids As Your “Technical Expert”
You have an abundance of sales aids, such as;
3-way calling with those who have the knowledge
Sending your potential partners to a special website
Inviting them to a business call, and so on.
Use whatever is appropriate to help the other person come to a conclusion or a series of conclusions that this is for them or not. And there is a way of doing this that I explain in my Wednesday sessions.
2. BE An Expert Guide Facilitator And Qualifier
Think and look on yourself as someone who is the middle person (facilitator or guide) between your potential partner and what your company has to offer. This takes the pressure off you and them. It allows the both of you to have a meaningful dialogue without using any of those resistance causing presenting, closing and objection handling techniques!
And remember, your first job is to qualify them and help them qualify themselves before deciding whether to Transition them into the Presentation Stage.
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