Comments on: Give yourself 86 seconds now to sell better to top decision makers for ever http://richardmaybury.co.uk/2009/12/give-yourself-86-seconds-now-to-sell-better-to-top-decision-makers-for-ever/?&owa_from=feed&owa_sid= Insights and hindsights on living purposefully, working productively, driving results, giving and getting more out of life. Sat, 26 Jun 2010 06:53:05 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: Richard Maybury http://richardmaybury.co.uk/2009/12/give-yourself-86-seconds-now-to-sell-better-to-top-decision-makers-for-ever/comment-page-1/#comment-1179 Richard Maybury Fri, 11 Dec 2009 13:12:30 +0000 http://priorityattitudes.com/?p=1249#comment-1179 Great question Mark - and vitally important, especially in a consultative sales mode. Vision is powerful driver - and words are more important than most people think they are. That's why is it always a good idea to get a sense of how a prospective client 'sees' their business in their words. The Parinello piece is really about grabbing attention very quickly and purposefully, so we can get to a 'Go' / 'No go' point relatively quickly. His book 'Selling to VITO' is well worth a read! Richard Great question Mark – and vitally important, especially in a consultative sales mode. Vision is powerful driver – and words are more important than most people think they are. That’s why is it always a good idea to get a sense of how a prospective client ’sees’ their business in their words.

The Parinello piece is really about grabbing attention very quickly and purposefully, so we can get to a ‘Go’ / ‘No go’ point relatively quickly. His book ‘Selling to VITO’ is well worth a read!
Richard

]]> By: Mark Bower http://richardmaybury.co.uk/2009/12/give-yourself-86-seconds-now-to-sell-better-to-top-decision-makers-for-ever/comment-page-1/#comment-1178 Mark Bower Fri, 11 Dec 2009 09:49:58 +0000 http://priorityattitudes.com/?p=1249#comment-1178 Interesting stuff Richard. I am no salesman, but as a consultant I would often ask CxOs as an opening question "What business are you in?" I would frequently get remarkable and unexpected answers that reflected the way they would like the business to go in the future as opposed to our external view of that business and its past successes. Armed with that information I was much better placed to align my solutions to the CxOs wants. Interesting stuff Richard. I am no salesman, but as a consultant I would often ask CxOs as an opening question “What business are you in?” I would frequently get remarkable and unexpected answers that reflected the way they would like the business to go in the future as opposed to our external view of that business and its past successes. Armed with that information I was much better placed to align my solutions to the CxOs wants.

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