The Journalist Approach
Understanding the why will get you to the what. The questions you ask shape the success or failure of the opportunities you are pursuing. It is easy to present the information you know about the product or service you are selling. When you do this you fall into the feature functionality trap.
Mike & Mike get into their approach to asking questions, the intention behind those questions and how this approach can help you learn more about your customer, and deliver more value. The trust you build with your customers accelerates when you start with them and focus on learning about their business vs pitching yours.
Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.
We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.
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