Page 13 - engage workbook

2 the engage journey

what makes

IoweU™ different?

IoweU™ goes beyond traditional ‘push’ selling and consultative selling approaches to build
deeper, more trusted relationships.

video

Product-push Consultative Next generation
IoweU™

Buyer is An adversary to be A target to be An individual to be
overcome persuaded respected and trusted

Consultant / The features of their The buyer's issues The buyer's goals and
salesperson offering and how their ideas for how to move
talks about offering provides forward
a fix

Consultant / Their own business The buyer's business The buyer's business
salesperson and products and products and products; market
prepares by conditions and trends;
understanding personal goals; and
preferred working style

Consultant / A well-rehearsed A process for An intent to help
salesperson has pitch or presentation uncovering and and a toolkit to
escalating needs develop rapport and
understanding

Consultant's / Handling objections Escalating the need Understanding buyer's
salesperson's for action priorities, opportunities
energy is and challenges
focused on Making assumptions Testing assumptions Avoiding assumptions

Closing the sale Matching the offering Providing insights
to the problem and and deepening the
closing the sale relationship

Indicators of Immediate sale Buyer’s statement of Continued dialogue
success needs closely
followed by sale Steps taken towards a
trusted relationship

Source: Adapted from Smarter Selling by Keith Dugdale and David Lambert

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