Solution Selling.
It’s the best kind of selling to government, well, anyone for that matter, and it has application beyond sales.
A great analogy is a related one, headaches. It’s what a lot of folks get when they think about a sales interaction. But what’s the solution, two aspirin. So, you listen, person you want to help talks, and then you see if you can help them, explaining how.
That’s solution selling; solving the other person’s problem with you solution, truly and authentically.
But that takes active listening, and I’m often asked how much to listen versus demonstrate, i.e., talk. And my answer is 2:1; roughly you should listen twice as much as you talk.
How to remember it? You have 2 ears and 1 mouth, use your ears about twice as much as your mouth.
And it works in networking, personal relationships, and sales.
“Mentorship”. It’s like a force of nature! When attentive, wise mentors apply the right amounts of pressure at the right times in the right places needed by a chunk of coal, in time it can become an exquisite, highly valuable diamond. It helped me many times in
Oxford’s online dictionary defines “capability” as “the power or ability to do something” and “the extent of someone’s ability”. That last part is interesting to me, and represents something a critical mentor to me once explained… “Capability” he said, “is the combination of being able to do something,
I keep a document to which I add my favorite quotes as I come across ones that really resonate with me. After watching the Arnold Palmer Invitational at Bay Hill in Orlando, Florida this past weekend, I heard a fantastic one attributed to the King, golf legend Arnold Palmer.
