TILT Selling to Today's Buyer
The Way Your Customers Buy Has Changed...Find Out How to Sell to Them
Business & Finance, Marketing & Sales, Sales & Selling
| Author: | Kevin Ryan | ISBN: | 9781483522661 |
| Publisher: | BookBaby | Publication: | November 1, 2011 |
| Imprint: | Language: | English |
| Author: | Kevin Ryan |
| ISBN: | 9781483522661 |
| Publisher: | BookBaby |
| Publication: | November 1, 2011 |
| Imprint: | |
| Language: | English |
In this market, the TILT Sell Process can be your edge over the competition. TILT was designed for the buyer-centric market. It works from the perspective of the consumer in a buying-partnership model. It is based on quickly creating the right relationship and then progressing it to a facilitated buying decision so it is suited to both one-off sales interactions and long-term business relationships. It allows novice salespeople to use quite high level skills quickly and it shows experienced salespeople how to modify their relationship skills to work with the post-internet consumer. The TILT strategies are specific and targeted, but non-manipulative. They want to move to the next step; it is natural and unforced. Rather than being perceived as a salesperson, the TILT practitioner is seen as a trusted buying adviser. TILT is an acronym for the four key steps: 1. Trust – build trust quickly 2. Influence – put yourself in a position of influence 3. Leverage – apply leverage to move the client forward confidently 4. Trigger – identify and apply the factors that will trigger a buying decision
In this market, the TILT Sell Process can be your edge over the competition. TILT was designed for the buyer-centric market. It works from the perspective of the consumer in a buying-partnership model. It is based on quickly creating the right relationship and then progressing it to a facilitated buying decision so it is suited to both one-off sales interactions and long-term business relationships. It allows novice salespeople to use quite high level skills quickly and it shows experienced salespeople how to modify their relationship skills to work with the post-internet consumer. The TILT strategies are specific and targeted, but non-manipulative. They want to move to the next step; it is natural and unforced. Rather than being perceived as a salesperson, the TILT practitioner is seen as a trusted buying adviser. TILT is an acronym for the four key steps: 1. Trust – build trust quickly 2. Influence – put yourself in a position of influence 3. Leverage – apply leverage to move the client forward confidently 4. Trigger – identify and apply the factors that will trigger a buying decision
