Book

The challenge: The world of selling has evolved very quickly in the last five years. We are in a new age of technology and consensus buying. Consensus buying means it’s no longer a case of identifying and connecting with the decision maker in the room. There are, on average, 5.4 stakeholders involved in a B2B purchase. These buyers report they are having a harder time differentiating between the competing products and solutions being presented to them. The traditional methodologies and sales processes don’t work, because buyers are no longer using traditional methods to make purchasing decisions. The traditional methodology of matching solutions to buyers’ needs is no longer a differentiator.

The Solution: Our presence can be the difference. Successful sales professionals “become the value themselves, work with buyers collaboratively, and create real change for their customers.” Great presence means we have the ability to read the selling situation and seamlessly adjust our behavior to authentically and purposefully connect with our buyers. We are persuasive because we have genuine regard for our buyers and convey a passionate belief in what we are selling.

This book is an exploration of what it means to “sell with presence.” It offers ways to create a personal brand that allows us, across all media, to use our presence to differentiate ourselves by authentically communicating our unique value proposition. We will look at the attitudes and behaviors that allow us to show up in the right ways across a range of interactions, including

• meeting a prospective buyer for the first time,
• presenting an insight or idea at a meeting,
• uncovering details and information about your buyers’ needs,
• helping your buyers problem solve, and
• dealing with conflict.