Sell the “Er”

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Radical Accountability, to have a deep impact, must extend to all parts a company. This has to include the sales organization and, unfortunately, some people in sales still want to engage in the old school ABC’s, Always Be Closing, instead of the more evolved practice of Always Be Collaborating.

One of the best collaborative methods is to sell the “er” as it helps buyers shift from disinterest to engaged conversations that often lead to sales. For example, if a prospect tells you…

…I’m happy, ask, “What would make you happiER?”

…My current vendor is fast, ask, “How would you benefit if we could do it fastER?

…I’m getting good service, ask, “What would make it goodER?”

Of course, there is no such word as “gooder,” so you’d say “better” instead! The point is that your prospect was not thinking about the possibility of happier, faster, or better. Your job is to get them thinking thoughts they have not yet thought. Do that and watch more dead-ends turn in to green lights, all because you asked the right question that creates new possibilities.

This Week’s Radical Accountability Activating Action: There’s always an “er,” so ask prospects for theirs.

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Scott WintripSell the “Er”

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