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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  November 18, 2010

Get On The Short List

You just got a lead of a decision-maker who not only has the budget but is also ready to buy.  The problem:  a lot of other experts know this deal is going down and the buyer is being bombarded with options.  Your job now is to get on the short list.

Many exploratory conversations are really pleas for work.  When you go through all your accolades and previous successes, you are simply saying “please hire me because I’m good”.  In crowded markets, that’s not going to work.  Everyone has success stories, raving fans, and a good background.  Otherwise, they wouldn’t be out there selling their expertise.  Buyers won’t spend the time to figure out how you’re different.

Instead, the conversation you should have is all about establishing the criteria for success.  Influence the benchmarks they use and you influence who they choose.  How to do that?  Let them discover your value, then talk about what they need.  I’ll drill down on the strategies that set up this “aha” moment in the November 23rd call on sales conversations for Extreme Mini Makeovers.  Register here.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.