What is the difference between a traditional salesperson and a buyer facilitator?
Most salespeople are traditional salespeople. They’re trained to follow conventional methods that press for a yes. When a prospect says, “I believe you can help me, I have this problem,” the traditional salesperson:
- Does a lot of telling and educating
- Goes for the yes
- Has a short-term mentality
- Creates win/lose or lose/win scenarios
- Allows the prospect or buyer to lead the sales process
At this point, the only thing the salesperson can do to set themselves apart from any of their competitors is to adjust their price.
Most people sell this way, and we’ve all done it. Don’t be discouraged by this. There is hope. Learn how to sell like a Buyer Facilitator.
Download and review the action items on the Buyer Facilitator Checklist. Evaluate yourself and see where you are on this list, know what you’re doing right, what you’re missing, and where you can improve.