Counterintuitive Selling

I have the privilege of working closely with a pretty cool guy by the name of Nils Vesk who is all about thinking differently. He’s into innovation and has written a great book “Ideas with Legs” which is well worth reading. One of his key messages is to ‘Be Counterintuitive’.
So how can a sales person be innovative by being counterintuitive? Like most things the simplicity is in the language so by putting my innovative hat on, I have come up with some food for thought.

  • What if….we asked ‘what if‘ more often?
  • What if…we didn’t sell but we bought into our customers ideas instead?
  • What if we didn’t ask them about their business but asked for their valued, significant opinion on part of our business instead?
  • What if we didn’t demonstrate our products so much but demonstrated a real understanding of their products?
  • What if we proposed ideas instead of quotes?
  • What if we didn’t make them think but we actually made them feel?
  • What if we got to know them as people and not decision makers?

As you can see, this concept at a deeper level generates discussion, new ideas and fresh approaches. Customers don’t just want these fresh approaches, salespeople want them too.

Be Bold, Brave and Brilliant

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance.

BIO: Business environments wanting to increase their revenue and profits, and differentiate themselves in a competitive market, ask for Bernadette McClelland because of her thought leadership on sales performance, her ideas on thinking beyond resilience and her fresh perspectives surrounding personal leadership skills — all designed to master the outcomes that matter.

Bernadette has proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.

Believing that sales performance is a leadership issue, you will also find her heading Melbourne’s human potential based sales performance consultancy, 3 Red Folders, as she navigates lead generation, message to market and digs deep into sales process activities with her clients in the mid-tier sector as well as founding ‘Women Who Sell’, an initiative designed to bring more women up to speed in their sales success.

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