"Most people don't know what they want until they see it in context"
Dan Ariely
At the heart of selling is communicating a new reality of which your products, services or offerings are a part. In order to do that well, the potential customer has to grasp how your offering fits into their current plans. They have to understand what a solution like you offer means to their bottom line, personal and professional goals. There is no way to figure out the customer's "context" without asking and listening to their answers.
It is said that selling is 80% listening, and I believe this is true, but it's not just listening for your own benefit. It's not just keenly focusing, trying to pluck pain points from what they say. It's not frantically scribbling down challenges they have that you can solve or fix. No. It's far more than that. The process of the customer listing their goals, challenges and aspirations is an integral part of them imagining your solution integrated into the context of their corporate challenges.
My friends over at the Wellsley Hills Group have a great method for HOW to lead these types of conversations. Find it here.
The Rafters Group...because rafters uplift, support and reach for the sky. Helping solve business problems through short-term engagements. Creative problem-solving for hire. Email me at TheRaftersGroup@gmail.com to learn more.
Testimonies:
“Kristen Gill possesses drive, intelligence, creativy, and a total commitment to success. When I worked with her, I found that her high energy and dedication fueled all the projects she worked on.”
Doug Heppner, Area Vice President, TAC Worldwide Companies
“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners
“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005
“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007
Doug Heppner, Area Vice President, TAC Worldwide Companies
“I had the pleasure of working with Kristen at BroadReach Partners. She was one a small group of elite business development managers who you knew could always get it done right. If she was on a program of yours, you knew you had the best. Her ability to quickly master a client's value proposition and pitch it aggressively to prospects was extraordinary. A real go-getter who could speak to C-level execs on their level, ask the right questions, and land business for our clients. I recommend her highly.”
Michael Handel, Program Director, BroadReach Partners
“Kristen is an innovative, action and results-oriented individual who continually seeks higher standards and execution of work in the areas of inside sales, telemarketing and client development.”
Mike Ball hired Kristen in 2005
“Kristen is a thorough and skilled new business developer. Great on the phone with getting appointments. Her ideas are practical and creative.”
Mechele Flaum hired Kristen as a Business Consultant in 2007
Kristen Gill
Principal, The Rafters Group
Business Development and Sales expert with over a dozen years of experience. I am able to help companies figure out how to increase the quality of their sales pipeline and improve their messaging to the marketplace. An engagement with The Rafters Group helps companies in their penetration of net new strategic accounts within their market and improves their overall sales effectiveness. Additionally, together my clients and I:
1. Help generate interest with new high-level target executives
2. Bring in qualified opportunities and increase understanding of prospect needs
3. Increase revenue pipeline and market penetration
4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)
5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level
1. Help generate interest with new high-level target executives
2. Bring in qualified opportunities and increase understanding of prospect needs
3. Increase revenue pipeline and market penetration
4. Develop targeting, messaging and market development materials such as introductory letters and emails, drug and company-specific intelligence and organizational mapping (of product teams)
5. Train and improve sales performance at the organizational, as well as at the individual sales contributor, level
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