When it comes to the consulting sales process, ideas are the hidden treasure, the key that unlocks success and builds long-lasting relationships in the executive office. Ideas are the linchpin that hold your sales strategy together and make it work.
In an ideal scenario, we want to sell as high up in the organization as we can, above the safety line, and tackle the most crucial issues using our portfolio of offers. But how do we ensure success at this executive level? How do we create meetings that lead to more meetings? The answer lies in the power of ideas.
An idea is a provocative tool designed to grab attention and spark intrigue. It is the force that drives the executive to want to meet with us. When we enter the executive office armed with an idea, the idea carries the weight of the conversation, not us. We’re not merely there to sell a product; we are there to bring to light an innovative thought, a new perspective.
Even if they don’t resonate with the initial idea, we’ve made an impression. We’ve presented them with a thought-provoking concept, and this opens the door for future discussions. They now see us, and our company, in a new light - as thought leaders bringing value to their business. This shift in perception invites us to return with another idea, initiating a dialogue that is highly rewarding for both parties.
In the end, it's not about proving ourselves as experts in the industry or solution. Instead, it's about leveraging the power of ideas to facilitate positive dialogue, create opportunities for further discussions, and open doors that were previously closed. When we focus on presenting compelling ideas, we transform our sales process, fostering stronger relationships in the executive office and paving the way for future success.
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We all believe this is paramount to solve and that there are few things more important. Let’s have a conversation about coming along with us on this all-important endeavor. We could use your valuable input — we are all in this together.
