I recently interviewed Richard White, The Accidental Salesman, to pick his brains on how we can really get paid what we’re worth. I like Richard’s approach particularly because it rests on not being pushy and trying to force a sale, but simply stacking the odds in your favour when it comes to selling without selling. It also means you can still make sales, even if you’re allergic to “selling”.
In this call Richard and I discussed:
- the counter intuitive questions that will take you from selling to having a conversation (that results in a sale)
- what are 5 star clients and how to assess them for your business to effortlessly fill your diary and raise your prices.
- buyer archetypes
- how to use stories to see without selling.
It was a great call – and Richard was entertaining and structured.
If you missed it, or want to review, the recording is up and ready for you, and there’s tons of good information – so go give it a listen!
If you need more help, Richard recommends his book: The Accidental Salesman’s Guide to Networking – particularly Chapters 4 through to 8, as this will give you the foundations of the material we discussed in the call.
If you’d like to be in touch with Richard he can be found at:
Website: www.TheAccidentalSalesman.com
Twitter: @richard_ _white
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