Top sales people do two things better than most
They are laser-focused on helping the buyer obtain the outcomes they seek.
They have better 'conversational proficiencies' than their peers.
People don’t need drills, they need to make holes
Why, Not What
At Van Etten Consulting, we know what it takes to raise the game of your top producers. More important, we know how to raise the game of your ‘moveable middle’. In our experience, the difference between the top and middle ranks is seldom explained by a gap in product knowledge. Yet, most firms pursue a product training strategy, attempting to turn their sales people into product experts. In today’s market, your product (the ‘What”) is not a point of differentiation – it is a commodity.
Reverse Engineering the Sales Process
We start with the end in mind. By reverse-engineering the sale, we help your sales people connect more dots and make more ‘holes’. This approach is both the antithesis of product training and its natural complement. Answering the ‘Why’ before the ‘What’ is the only way to build influence with the advisor and get to a ‘buy’ decision.
We’d value the opportunity to have a discussion with you. Best wishes for 2017!