They provide clear, insightful

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Shortlist of three venues that look fantastic. Not only that, the agent drops the names of other parents at your kids’ school who mentioned loving one destination in particular when they vacationed at the same time of year as you. You book it, appreciating not only the simplicity and lack of friction in the buying process, but also the feeling of conviction with which you’re left, knowing that you made a really great decision.



Prescriptive sellers like these sell with conviction. recommendations panama cell phone number list to their customers and in many ways are able to create intoxicating certainty around the buying process. They bring the future to their customers and make it easy for them to buy. In part 2 of this post, I cover three ways to inject the power of prescription into your sales motion. . Problem Definition Customers often have nagging and hidden problems they haven’t fully come to terms with.



While they might experience the impact of these problems every day (and as sellers, we know they have them), their lack of awareness means they’ve rarely crystallized those problems into thoughts and words. In Sell The Way You Buy, I refer to these as Unknown-Unspoken problems. This means that, as the seller, you have the unique opportunity to label and define these problems, bring them to your customers, and by doing so, take a leadership position in solving them! Related Post: To Win More Deals, Lead with Problems Not Solutions.