607 319-0351 paul@rothmethods.com

Changing How You Sell

Making the Shift From Normal Selling to Advisory Selling

Building Client Partnerships

 Connecting With On the Human Side of the Selling Equation  

Completing Client Projects

Client Partnerships Carry Through To Deal Completion

Three Books On

Advisory Selling

Learn How Selling Began and What It Could Become.  

 

The origins of selling are prehistoric and humans learned to survive not by attacking other more dominant creatures, but by outsmarting them. This was the birth of selling and it was in every regard based deceptive selling which lives on today.

Today we have become accustomed to four types of selling including conspiratorial selling, to competitive selling, consultative selling, and collaborative selling.  Collaborative selling is the most sought after because it involves working with clients who back their selling agent at every turn.

Consultative selling currently is the best way to get there but that can take many years. A faster way to build enduring collaborative relationships with clients is through Advisory Selling. This new form of selling is based on a series of core principles and the development of language skills that are mot limited by normal selling tactics, techniques, and tricks.  

Book 1

Changing How You Sell

Making the Shift From Normal To Advisory Selling  

 

Great idea, but this can only be done by first fully understanding how selling began and how it has evolved into a distinct set of selling styles and modes of influence. We must also understand what we are really selling, which is normally not what agents think they are selling.

We must come face to face with the selling habits we have learned from our parents, teachers, managers, consultants, and highly paid sales trainers who repackage it all and charge big bucks. We then must see the differences between to various selling choices from conspiratorial, to competitive, to consultative, and collaborative before we can fully embrace Advisory Selling. 

Changing how we sell does not come easy because our normal selling habits are deeply engrained. Our advisory selling skills are buried underneath all that we have learned about selling so far. 

Changing how you sell is about shedding our normal selling habits and unleashing the natural selling skills already within us and putting them to work on a consistent basis ao that over time they become our dominant mode of selling.

Book 2

Building Client Partnerships

Connecting On the Human Side of the Selling Equation

In selling partnership between agents and clients can make all of the difference in how a deal process flows and how it turns out. Building client partnership is essential to achieving high levels of recurring success over many years.

The key to forging partnerships with clients is coming to understanding a client’s project; where they are today and where they want to be in the future. The key to accessing the world of the client to uncover their project is evoking rapport. 

We have these skills within us already and we use them when they are need at times such as getting into a school, getting hired, getting promoted, and getting married. 

So we know we have these skills but accessing them are developing so we can use them when they are needed, is not so easy.

To build partnership we must learn new language skills and abandon the many tactics, techniques, triggers, tricks and traps taught in most sales trainings.

With partnership a deal process goes smoother and there is much greater certainty of completion.

Book 3

Partnerships Complete Projects

A Step By Step Roadmap From Deal Inception to Completion.  

 

Once we have built a partnership with a client we must next present to them our proposal for how we will help them get from their current challenges to where they want to be in the future.

Then we must effectively launch the deal process with a clear pathway to the future, some rules of engagement to keep us on track and exposing any challenges that could blow up a deal.

Then we must closely manage client accountability throughout the deal process and create client breakthroughs when they get stuck in their thinking and threaten to blow up the deal.

Finally we must effectively complete a transaction in a manner that generates repeat business, numerous referrals and great recommendations.

These are all language skills we already have hidden within us and the challenge is to bring them out, put them to work, and over time master them. It is one thing to learn how to being out these skills but another to use them consistently.

Deepen your experience of this book series with

Virtual Collaboration, Private Coaching, & Group Programs.

Just click above on Consultation.  It’s free!

 

 

 

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CONTACT US

PO Box 1357, Woodstock NY 12498

607.319.0351

support@advisoryselling.com

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Collaborative Leadership

Generate a roadmap into the future that you want to achieve.  

 

The Strategic Game Designer offers a method for establishing a foundation of accomplishment, a list of essential projects, and creating a vision of what will become possible when the list of projects gets done.

The second part of the tool turns these possibilities and projects into specific commitments, actions, and measurable results. Completing this process on a regular basis – monthly, quarterly, or annually – will make the next time increment significantly more potent. With this tool, you are working with your biggest and toughest client, which is you.

It is incumbent on you to create a vision for what is possible in the future which will compel appropriate actions and results, and the down-to-each-action plan that will make the future possibility into a future reality.   

Get fully moving with this tool. You have the option to combine this tool with three sessions of Private Coaching & Virtual Collaboration.

Advisory Selling Methods

Generate a roadmap into the future that you want to achieve.  

 

The Strategic Game Designer offers a method for establishing a foundation of accomplishment, a list of essential projects, and creating a vision of what will become possible when the list of projects gets done.

The second part of the tool turns these possibilities and projects into specific commitments, actions, and measurable results. Completing this process on a regular basis – monthly, quarterly, or annually – will make the next time increment significantly more potent. With this tool, you are working with your biggest and toughest client, which is you.

It is incumbent on you to create a vision for what is possible in the future which will compel appropriate actions and results, and the down-to-each-action plan that will make the future possibility into a future reality.   

Get fully moving with this tool. You have the option to combine this tool with three sessions of Private Coaching & Virtual Collaboration.

Advisory Selling Tools

Generate a roadmap into the future that you want to achieve.  

 

The Strategic Game Designer offers a method for establishing a foundation of accomplishment, a list of essential projects, and creating a vision of what will become possible when the list of projects gets done.

The second part of the tool turns these possibilities and projects into specific commitments, actions, and measurable results. Completing this process on a regular basis – monthly, quarterly, or annually – will make the next time increment significantly more potent. With this tool, you are working with your biggest and toughest client, which is you.

It is incumbent on you to create a vision for what is possible in the future which will compel appropriate actions and results, and the down-to-each-action plan that will make the future possibility into a future reality.   

Get fully moving with this tool. You have the option to combine this tool with three sessions of Private Coaching & Virtual Collaboration.