one of the common things I hear what is the difference between provocative selling and consultative selling it's gonna depict that using an XY chart now on this chart I'm gonna put time and on this axis I'm gonna put like what is the seniority of people that were working with okay the investment on on both sides now what's gonna happen here in the beginning of this chart at tea moment zero I'm gonna start picking an account and on that account I'm gonna do some research I may be able to play some phone calls I'll write some
emails I doing generally forms of outbound prospecting and as I achieve that then and as I get it I get into a meeting right and the meeting that where all of us are gathering we're all meeting and so on and so forth now when I meet with them I'm gonna deploy specific technique called asking questions I'm diagnosing them this is generally a very common consultative approach I get people in the meeting room I diagnose the situation and a presented em a solution this is consultative selling now I'm going to use a different color to the
big provocative selling think of you as being a CEO you're stepping into this meeting do you really want somebody to pepper you of all these questions probably not many cases I ask CEOs to questions to simple questions question number one would you like the person who talks you to know more about your business or less about your business answer obvious more second do you care how they got that information as long as it don't lie cheat or steal do you care no we don't care this is gonna be the trick to provocative selling in provocative
selling I'm not gonna identify what your problem is and try to diagnose and then try to give you the right solution for you I'm gonna tell you what the right solution is for you I'm gonna provoke you in this think of the following this axis has shifted here and all this has to be you doing your research so when you get to this meeting down here and you get to the CEO you Pro folk this provocation that you do gotta be based on extensive research on the account and on the market to the point that
you can tell the executive on ESA on the other side look I've seen this all the time no more companies would do XYZ it doesn't give you the result by doing this you're gonna get this result in your business that is probe provoking it moves the entire research element into the anonymous donor name domain before you really talk to the executives uh keeping that it does you see down here it says questions in provocative selling you're not asking questions you are the expert you're telling them what to do this is a different way because many
many consultative salespeople the number one product that they sell is themselves they are the product that they're selling to go to tell a customer how to do their job some of them might find it very offensive and very challenging I don't I don't really want to do that it's gonna reach my my career that I have if the people that I work with in a proper challenge you have to be in a proper provocative sale you got to be able to challenge your customer like that you do that by telling them that telling them it
has to mean you have to be an expert you have to be an expert you have to not only be an expert at your own product not only at the market you have to be an expert in their business that requires a lot of research the main difference between provocative selling and consultative selling is the amount of effort that you have put in the preparation of that account and your ability to address a senior level executive straight from the get-go with a provocative pitch and telling them here's the way how it can impact your business
