I’m not the best sales person, I much prefer learning about potential clients and seeing how we can help. I ask a lot of questions, make a lot of suggestions and I will challenge you on your model, roadmap and processes. I’ll take notes on the whiteboard and draw ideas so we are all on the same page.
My hope is that together we can solve your problems. Turns out I like consulting better than selling and I’m much better at it so I don’t sell.
Our sales team recently read Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty
by Patrick Lencioni as a group and several of them recommended it to me. It only took a few hours to read and it was well worth my time. There are a couple of points in the book that really stood out to me.
- Don’t sell, consult
- Ask dumb questions
- Make dumb suggestions
- Enter the danger – confront the elephants in the room
Lencioni’s approach helps me be a more authentic, vulnerable and impactful partner to my clients. Give it a try and let me know how it goes.
Image: A Farmers Market in Harrisonburg, Va. It was across the way from the amazing Joshua Wilton House.