In Touchstones #1-5, we’ve seen people’s innate value, connected with them, shared the vision of our offer, and asked what they would want to get out of it if they bought. Now we’re ready to pop the question: * Would you
This is the most important part of any sales conversation—and one of the most neglected. What is the sweet spot where your offer touches people’s deepest wants and needs? If they were to accept, what would they want to get
This is the fun part, the part where you eat the frosting off the cake. You’ve see people’s value and committed to making that the basis of your sales conversation. You’ve felt the “ping” of connection with them. Now it’s
Touchstones #1 and #2 are internal. We see people’s value and continue to relate with them on that basis—regardless of their objections, and whether or not they buy. Touchstone #3 takes us out of our own attitudes and thoughts. We
The 10-Touchstone Honoring Sales Conversation is the basis of the Soul of Selling Method. It’s a simple, easy way to make sure that we respect and appreciate people as we talk with them about our offer, find out what they
The 10-Touchstone Honoring Sales Conversation is the foundation of The Soul of Selling Method. It makes sure that you bring everything you have to the table, and that you treat people with respect and appreciation. It gives you a map