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Are You Doing a Great Job of Answering the Wrong Question?

Just because we love something doesn't mean it needs to happen all the time. There's a difference between passion and work-vomit. Many do a great job of answering the wrong questions when speaking with prospects and potential clients.

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Are You Doing a Great Job of Answering the Wrong Question?

  1. 1. Are You Doing a Great Job of Answering the Wrong Question? Peter Winick
  2. 2. Do You… • Love talking about your work? • Over-share the power of what you do and why your prospects need it? • Quote research, case studies and great examples of results?
  3. 3. Keep in Mind… • Spending too much time discussing the validity of the work is actually counterproductive • Be respectful and courteous and answer any all of the questions • Help them ask better questions
  4. 4. B2B Sale The Buyer • Needs to understand the potential impact your work can have on their business The Seller • Help the client frame those type of questions and then thoroughly answer themSuccess
  5. 5. Behavior Change a sustainable change in behavior, a mindset or develops specific skills. = Clients are actually paying for the results, not the tools.
  6. 6. Desired Impact=
  7. 7. Make It Easy for the Client Help them ask ROI questions (and obviously have a well thought out answer to them). It makes your job and the client's job easier.
  8. 8. Move the conversation from the Features of your content to the actual Benefits… Features vs. Benefits Selling …is not an easy task and takes a bit of practice to master, but it is worth the effort.
  9. 9. As a result of deploying X (the program, coaching, e- learning, etc.) we will (describe the change in behavior or skill set being developed), which will impact your business as follows (i.e. shorten the sales cycle, increase employee engagement, break down silos, etc). While the example is over simplified, the format is a solid way to do a great job answering the right question regardless of whether it was asked or not. Your Script
  10. 10. About Peter Winick Peter Winick has over twenty years of experience working with a variety of thought leaders, authors and gurus to help monetize their content through books, keynote speaking, consulting, and the creation of training services, products and assessment tools. From the strategic stage to the creation of sales and marketing solutions, he helps companies use thought leadership as a strategic marketing tool that drives business results. Visit www.thoughtleadershipleverage.com for more info.

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Just because we love something doesn't mean it needs to happen all the time. There's a difference between passion and work-vomit. Many do a great job of answering the wrong questions when speaking with prospects and potential clients.

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