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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 16, 2010

The New Sales Conversation

The #1 question I get from potential clients:  “How much will it cost to implement your market analysis?”  The real question they are asking:  “When can I expect to recoup the investment I’ve made in our work?”  The answer to the first question:  very little hard cost because the first thing you will need to change is your sales conversations.  The answer to the second question:  your ROI depends on how quickly you make those changes.  Here’s my latest video rant on sales conversations.

Yes, buyers have always had options, but the white noise is a lot louder now.  Add their jaded “I’ve worked with experts before and nothing good happened” stories to the mix and we’re put in the position of weakness before the sales process begins.

The biggest change in sales conversations is not the clever ways we describe our work.  It’s in setting up the discoveries buyers have when we talk with them.  The better the discoveries, the more compelling we are.  The ‘gotta have’ experts create that “I have to work with you” reaction by showing what they can do first, then selling the idea of applying that experience in a different format.  We will explore the major changes coming up on the November 23rd call on sales conversations for Extreme Mini Makeovers.  This is the last call of the series, so you’ll get the mp3 files of all the other calls when you register.


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.