Reflective Sellingsm is a sales model developed in reaction to shortcomings we encountered during more than two decades of training and coaching to the prevailing models in the marketplace.
Most traditional sales models:
- Uncover buyer needs by probing for problems - However, sellers find these methods limiting because buyers may be farther along in their buying process and actively seeking solutions. If the buyer wants to talk solutions and the salesperson is probing for problems, there's a disconnect.
- Are linear, procedural, and rigid - However, the buying process is never linear, and attempting to adhere to a rigid framework of questions will frustrate both the seller and the buyer. An inflexible methodology will not work in all instances, and it will be abandoned by the seller.
By contrast, Reflective Selling:
- Enables conversations around pain AND gain - Sometime buyers have pains they are seeking to alleviate, but increasingly buyers are trying to maximize an opportunity. Reflective Sellingsm helps salespeople discover the buyer's true motives and respond accordingly - 'reflecting' the buyers needs with an appropriate sales approach.
