STRIDING THE CONSULTATIVE SELLING TERRAIN
REWIRE THE RAINMAKER
THE RAINMAKER DRIFT
Rainmaking is a process that seeks artificial precipitation to induce rain and had a meteorological connotation to it. It originated from the Native American practice of dancing and singing to invoke the deities to induce rain needed for their harvest and a person who brought the clouds magically was called a rainmaker.
IN A LEGAL PARLANCE IT SIGNIFIES AN ATTORNEY IN A LAW FIRM WHO BRINGS IN SUBSTANTIAL BUSINESS, CASES, CLIENTS, MONEY TO THE FIRM.
Rainmakers are essentially the ones who bring in the deals for the firm but the way they do it has a bit of magic, awe and conquest associated with it. The Rainmaker may win large large business through own associations, unconventional ways of relational management, incisive penetration of hidden markets, re-creating new segments/channels of business, avoiding clichéd tech talk and various other inscrutable ways.
With passage of time the term 'RAINMAKER' was embraced by other industries such as investment banking, financial services firms, brokerage, presidential vote winners and swingers who are called rainmakers and the term lent itself magnanimously to exemplary sales people constantly winning large business etc.
IT NOW DENOTES ‘A DIFFERENCE MAKER’ AND
THE WORD ‘RAIN’ IS A METAPHOR FOR ‘BUSINESS’.
RAINMAKERS ADOPT A CONSULTATIVE SELLING STYLE OF APPROACH AND USE KEY INTEGRANT ELEMENTS OF SENSING AND PULSING THE CUSTOMER.
SUCCESSFUL RAINMAKERS TRANSFORM SELLING INTO AN ART AND DRAW CUSTOMERS TOWARDS THEM.
REWIRE THE RAINMAKER
INJECTING COMMAND & FINESSE INTO THE SELLING PROCESS
A 2-DAY APPERCEPTIVE SALES WORKSHOP
CONSULTATIVE SELLING APPROACH
The word ‘persuasion’ has a connotation ‘TO MOVE, TO IMPEL, TO INDUCE' associated with it. Conventional selling embraces extensive persuasion and mostly involved ‘tangibles selling’.
At Headstride, we believe that today’s transformational selling arena and in particular ‘intangibles selling’ arena de-emphasises persuasive methods (not advocating its extinction either) and focuses on the more statuesque 'CONSULTATIVE SELLING' approach, some of the elements of which are:
TRUST & KNOWLEDGE
Gaining a comprehensive UNDERSTANDING of client’s situation, concerns, problems, unanticipated needs prior to any product/service positioning in the buyer’s mind.
Establishing ENORMOUS TRUST even with the most inexorable buyer.
Providing IMMENSE VALUE to the buyer by virtue of SELLER'S KNOWLEDGE of the industry, market, prevalent approaches, competitive differentiators, customised solutions, own firm’s 'brand lineage' amongst others.
ETHICAL & NEEDS
CHALLENGING the buyer with obsessive authenticity to generate a PERSPECTIVE SHIFT in the buyer.
Approach selling more CONSTRUCTIVELY and ETHICALLY.
People generally buy what they want and not what they need. The seller brings this distinction to the buyer and constructs a solution that ADDRESSES THE NEEDS and not wants. Presupposes immense maturity from the seller’s firm.
VALUE & INTENT
Great selling is about seller being a catalyst that engenders a REARRANGEMENT IN THE BUYER'S MIND towards acceptance of a new VALUE LADEN solution.
High-ranking sales people are creators, curators, debaters, interpreters, translators and educators. Modern selling is about 'SYNTHESISING and DISTILLING THE BUYING INTENT.
AVOIDING the time - worn ‘COMPETITOR DISPARAGE ATTITUDE' while positioning own differentiators.
THE MINDS AT WORK
ALL THE ABOVE HAPPENS WHEN THE SELLING FIRM'S VARIOUS DEPARTMENTAL MINDS ARE AT WORK IN ENMESHMENT
MOST FIRMS DO HAVE A MIX OF GOOD & EXEMPLARY SALES PERSONS BUT AS THE BUSINESS & SALES TERRAIN CHANGES A REVISIT & REWIRING IS ESSENTIAL
WHY HAVE SUCH A PROGRAM?
LOST DEAL, LACK OF LEADS, PROSPECT FAMINE ALL OF THESE EATS INTO THE TAPESTRY OF THE DEALMAKER'S SALES CONFIDENCE
SPECIFICS, CHARACTERISTICS, CONSTITUENTS, TAKEAWAYS