One-on-one at three levels
One-on-one is the best way to do your selling. Nothing beats one-on-one! However, to be successful it's crucial to understand the depth and complexity of one-on-one interaction. Every sales cycle will include three levels of one-on-one dialog.
In reaching any kind of result we move through three levels or stages. The mental picture was originally introduced by Dr. Sephen Covey where he highlights natural law.
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Sometimes we tend to think that social systems differ from natural systems, but really they don't. Just like growing a tree, moving from root structure to eventual fruit and harvest every human interaction has the same characteristics. Just like nature will not let you cheat, so it is with social systems. If you try to force the process, you'll fail.
Each level demands attention, and one-on-one is the basic most powerful and effective way to go about it: a) One-on-one to strategically position yourself, b) one-on-one to build a network of valuable relationships and c) one-on-one to skillfully apply tactics in reaching agreements.
We will continue dealing with this subject in the next post coming up.
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