Daniel Spencer presented various selling methodologies, including pitching, solution selling, consultative approach, insight selling, and trusted advisory. They emphasised the importance of having adopted the trusted advisory approach, which involved building trust, consulting, and advising the customer rather than just delivering a sales pitch.
The key distinction of a trusted advisor was their ability to build trust by actively engaging with the customer. They asked thoughtful questions, listened carefully, and used the information gained to guide the conversation. Daniel highlighted the importance of having established a personal connection with the customer and peeled back layers to uncover their needs and preferences.
Daniel shared personal experiences, including being an amputee, to illustrate the significance of having revealed one's authentic self in building trust. They stressed the importance of having aligned values with customers and having leveraged relationships to drive sales.
He also discussed the three phases of customer engagement: past, present, and future. The trusted advisor had delved into the customer's past experiences, understood their current situation, and helped them envision their future goals. By doing so, they had demonstrated a deep understanding of the customer's needs and had built a stronger connection.
Furthermore, Daniel outlined four types of phone calls in sales: diagnostic, appointment, value, and care calls. Each type had served a specific purpose, from diagnosing customer needs to nurturing relationships through care calls. The focus had been on winning the relationship market by being proactive and offering value beyond the sale.
He emphasised the importance of having adopted a trusted advisory communication strategy in sales, building trust through authentic interactions, understanding the customer's past, present, and future, and diversifying phone call approaches to strengthen customer relationships.
