The Pivot
What’s covered in this learning:
There is a moment in the conversation when it all comes to head, where the possibility of them actually hiring you starts to gel. How do you tell when that moment is, and what the heck do you do to get from derailing everything?
1. Sacred Selling PDF
- The Complete Sacred Selling Workbook You may have already downloaded it.
Here’s the PDF workbook with the full teaching and exercise. When you get to the exercise, you may want to listen to the audio. It will reinforce the reading, after which you will be guided through the exercise.
2. Watch the Compassionate Questioning part 2 video
Pause the video as often as you want to give yourself the time you need.
3. Exercise on Reaching the Pivot
Here’s the audio tracks!
Pause the audio as often as you want to give yourself the time you need.
Your assignment:
- Read the PDF workbook, pages 125-138.
- Listen to the audio tracks.
- Do the Reaching the Pivot exercise, pages 133-138.
- You’ll make the most progress if you find a partner in the Community, or a friend or colleague, to do this with you.
- Answer the questions.
You might find it helpful to open up a Google Doc, or another file, or even in a paper notebook (gasp!) and answer the questions there, so you can track your progress.
Questions:
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What was your experience as the Business Owner in the Reaching the Pivot exercise?
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What was your experience as the Potential Client in the Reaching the Pivot exercise?
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In thinking about past sales conversations, both as the seller and the buyer, could you remember any of the Pivots that happened, or didn’t? What did you remember/notice about those conversations?
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Please share any additional insights about the pivot and compassionate questioning that you may not have written about in 2 and 3.