So Now It’s Provocative Selling!

Dave Brock posts this on the Customer Collective…

I think it is an important—natural question every sales professional should be constantly be challenging themselves and their customers with. Great sales professionals challenge their customers to think about their businesses differently. They not only solve their customers problems, but they find new opportunities for their customers to expand and grow their businesses. They bring their customers new ideas and possibilities—possibly provocative ideas.

These ideas engage the customer in a different type of conversation with the customer. We move from how they solve today’s problems, but what they can do and where they go tomorrow. The interesting thing is that you don’t have to have the “right idea,” the mere act of engaging the customer in a different conversation changes your relationship profoundly.

So Now It’s Provocative Selling!.